How to Increase Sales

Want Renewals? Step 3- The Decision: Ask Early and Often

Is putting added emphasis on pushing customers early and often for a decision to renew is worth the effort? According to a 2011 report from Morgan Stanley, on average, for the technology sector, 30-40% of the revenue and about 50% of the profits are driven by recurring revenue. For those exclusively focused on web-based software …

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Want Renewals? Step 2- Customer Nurturing – Think Negative Churn

It would be nice to believe that your customers are loyal; that their relationship with you is valued, and they will give you a chance to respond to any claims or promises made by your competitors. Yes, it would be nice to believe that but not too bright.  Even though you can assume that a …

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Get on the Phone

Are you frustrated that you don’t ever seem to hear your sales reps on the phone? You are not alone. Get on the Phone by John Barrows

5 B2B Top Fives You Need to Check Out

Looking for a round up of short, compelling summaries on what’s what in B2B? Check out this list: Five B2B Digital marketing Mistakes You Don’t Know You’re Making Five B2B MarCom Strategies to Increase Sales Now 5 B2B Lead Generation Techniques that Actually Work 5 Reasons to Use Voicemail to Reach the B2B Buyer 5 …

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10 More Reasons to Change the Way Sales Tele-Prospects

I feel like a Traitor. After 20+ years in sales, believing that a rep who couldn’t do their own teleprospecting was a useless as tits on a bull, I’ve recently been forced to concede that for B2B, in this day and age, teleprospecting might be better managed by marketing. This blog recently ran a post …

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Sales Time is Irreplaceable

Time has always been the most precious sales commodity.  It is finite, unstoppable and a minute passed is gone forever. While technology has certainly helped sales people operate more efficiently, it has also opened new areas that demand to be covered. Thank about Social Media/Social Selling and LinkedIn.  For the successful B2B Sales person the …

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The Big Data Issue is BAD DATA

Will the fascination marketers have with buzz words never end? (Well, no actually it won’t)  and now it seems that the talk of the town is Big Data. For the minuscule percentage of marketers with pristine data and the wherewithal to afford the talent and tools to create added value for their organizations through the …

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Define Social Selling

Tweet I’m struggling to come up with a definition of social selling that makes sense to me.  It’s not an easy thing to do, and if you think it is – go ahead – give me your best shot. I found these definitions online: Gerhard Gschwandtner, CEO of Selling Power magazine and Sales 2.0 Conferences …

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How Sales People Will Help With Discovery

Inbound marketing is a wonderful tool that serves many companies well, but there are a lot of companies who are not in a position to benefit from it, yet.  An exclusive focus on inbound marketing  is a lousy option for small businesses with very small budgets, limited marketing technology or marketing expertise. It’s particularly poorly …

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Businesses are People, Too

Tweet I was just reading an article about Marketing and selling to doctors because I recognized that making a sales or marketing connection with a doctor or other professional – particularly in a smaller practice, presents some unique challenges. The article author Stewart Gandolf summed it up quite succinctly when he wrote: “Doctors are notoriously …

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