Sales 2.0

Repositioning Your Sales Team

Every marketer and business executive understands the concept of positioning.  They position and reposition product lines, service offerings and corporate identities all the time. And now it’s time for businesses to take a long hard look at how to reposition their sales teams within a business environment filled with buyers who avoid sales like the …

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12 Prospecting Rules

Just a quick post to draw your attention to 12 Most Important Rules for Prospecting For sales people in smaller organizations and especially for Business Owner/Operators who are pulled in about a million different directions, it makes some very useful points. My favorite is the cautionary note to be able to separate prospecting/contact research from …

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What Are Sales People?

In reviewing a few of my favourite conversations on LinkedIn, I came across the following from a comment made by Peter Johnston, who lives in the UK. With the changes we are seeing in sales and marketing, the past definitions of what is a sales person seem to have fallen out of date (and out …

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What Do Your Peers Think About Cold Calling?

Introduction: Forums and group discussions are one of the oldest forms of Social Media.  They provide an unbiased insight into the thinking of your peers on a variety of topics, but are also time consuming, intrusive and distracting to follow. However, for all the drawbacks, they are an outstanding source of information and insight, dealing …

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Driving Live Event Registration and Improving the Planning Process

Case Study Background: ZirMed specializes in revenue cycle management solutions for healthcare providers , a highly competitive market where lead generation is a challenge. A mix of activities is necessary to acquire new leads and nurture them through the cycle.  The Challenge: Events are an important activity for ZirMed to bring new contacts into the …

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Guided Voicemail- Live Message – Fast Communications for a Time Limited Offer

This is a case study Background – A software organization specializing in payment solutions for professional practices had a short term opportunity to boost sales to meet a compliance deadline. Challenge – The potential base of smaller medical practices was too large to manage with outbound calling from their own sales team.  The solution they …

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Start a Conversation to Nurture Leads and Drive Sales

I sat in on a great webinar the other day on adding the human touch into your lead nurturing.  In the interest of full disclosure, keeping human contact as part of the marketing and sales processes is – admittedly- a subject that is near and dear to my heart. I’m interested in every way that …

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Process Driven Sales- Step Up Or Be Left Behind

Just read an interesting post that talks about Process Driven Sales It reminds me of just how much the art of sales has turned into the science of sales. Everyday I watch sales people struggling to find new ways to drive new business into the pipeline and forecast more accurately. Ironically, in many organizations, one …

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The Only Proven Way to Increase Sales Revenue and Customer Relations/Retention

In B2B marketing, it seems that everyone is excited about social marketing and using marketing automation to deliver event triggered emails . No one is convinced of exactly what benefits social marketing is bringing to the table and we need to find good ways to measure it. But we do know that not even its …

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An Old Tool in a New Light

When it comes to B2B communications, voicemail – once the darling of leading edge technology- is almost charmingly old school. Right now it seems that online is where the action is and while there is a lot of new innovation happening right now, it’s also swamped with hype and uncertainty and there are many unanswered …

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