I was just looking over an earlier post that included a link to 12 Prospecting Rules and one idea stood out – confusing prospecting research with actual prospecting. It resonated with me because in my experience, the “need” for precall research, is one of the most frequently cited reasons for not picking up the phone …
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 …
How many times have you dialed a new contact and made the connection, only to hear the complaint “You’re the 10th call like this I’ve had today”? It’s not an uplifting experience. Yes, there is some exaggeration, but there is also considerably more than a grain of truth and you need to find a way …
If you want more from your trade shows and marketing events, promote in advance and – even better, give potential visitors a reason to make your booth a planned and positively anticipated stop on the show floor. Standing in your booth with a fake smile and trying to engage people spontaneously as they wander down …
Too many businesses seem to think that maintaining the quality of the database can be managed by the sales team and the accounting group. While in absolute terms this might be a bigger problem in smaller businesses without a budget to purchase data hygiene and append services on a regular basis, large organizations could probably …
There’s no denying that your company’s customer/marketing database(s) is an invaluable asset to your business and at the same time a major pain in the neck. There are just too many ways that it can be damaged – as far as usability is concerned- and unless you’ve been through it all before, chances are you …
Too many companies are building their marketing programs based on lousy data. While consumer databases are easily overwhelmed with the staggering volume of available information, B2B databases are inherently more complex and once they start to deteriorate- downright ugly. This is actually a post for smaller businesses about setting up your database to run an …
Anyone who has ever been in B2B sales has been here many times. Your marketing team just handed over a new lead. You called, connected and conversed, but for now – you are not able to move this lead forward in the sales process. Used to be that leads like this would have either been …
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 …
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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