Other than a few books on tape (wow that makes me sounds old) and a few random seminars, I have never formally been trained in sales. I have a marketing degree, but, and this might be surprising to some of you, it required a grand total of one class on the sales game. That said, ...
Are you still asking prospects, “What keeps you up at night?” That kind of question is making you look out of touch and may also signal to your prospect that you are totally uninformed about their world, their business, and your place in their ecosystem. Nowadays, it’s crucially important to show potential clients that you ...
Casey Stengel, the baseball legend, said it best, “You look up and down the bench and you have to say to yourself, can’t anybody here play this game?” I wonder about it when it comes to a marketing team’s willingness and ability to prove the ROI for their lead generation programs. Can anyone play the ...
The B2B buying process is shifting, and as a result, selling as we know it has shifted, too. Until lately, salespeople had a lot of control. Armed with a territory, price structure, and targets, they could roam, free-range style, so long as they managed their territory and produced results. Sales management provided oversight, bridged with ...
Customer engagement is not about sending out the most emails in one day. Productivity is important, but overload may lead recipients to “emotionally unsubscribe.” As a sales pro, you have lots of reasons to become accustomed to thinking about ways you can optimize customer engagement. Accountability is the new sales buzzword. Only about half of ...
Editor’s Note: Today we are happy to welcome Jeff Shore to our blogging community. Jeff is a self-described “sales wonk” who works with small companies to help them embrace their discomforts and deliver bold sales results. Recently we’ve looked at the issue of turnover in sales from the viewpoint of the hiring side . Today ...
“Some B2B selling is essentially a person who is independent and operates on their own—the majority of the sales cycle finds them all by themselves. But in general with my clients, it is a team sport in that you’re working together as a team, and therefore the communication and strategy amongst the team is critical. ...
One of the things that I have always done is read my writing aloud – to others or myself as a test of what I’ve created. Perhaps it is because I am a poet at heart (majored in Writing in college, and have been writing poetry for almost 40 years). The sound of the spoken ...
