Couleur / Pixabay Catching up on my reading, I ran across an article on Active Listening. It was focused on sales people and the author made the statement, “Active listening makes them feel like they are being heard…..” I’m sure that’s not what the author intended to communicate, but it got me thinking about many […]
“Active Listening” Is Not A Technique Read More »
qimono / Pixabay How many people are involved in the customer buying decision? If you are a fan of CEBs research, the answer is 6.8. Other research says there is always a single dominant decision-maker. Still, other research suggests there is a dominant influencer (or mobilizer), that drives the decision-making. Too often, when I talk
The Myth Of The “Single Decisionmaker” Read More »
Myriams-Fotos / Pixabay In a world that it’s harder and harder to get in contact with people, what is the role of cold lead marketing in cold email, cold calling and cold social media to connect. In this post will explore these cold contact development strategies and see what the place for these are in
A Cold, Cold Lead World Read More »
robinsonk26 / Pixabay It’s 2018, and by rough count, I’ve sat through a thousand sales presentations. Most of them have blurred together in my mind. What stands out? The exceptionally good ones…or the cringingly bad ones. Your prospect may not have seen quite as many as me, but they likely struggle to recall most of
5 Ways to Shake up Your Sales Presentation in 2018 Read More »
Have you ever woken up one day with zero sales prospects in your sales funnel? I have. It was a pretty horrific day. Thankfully, I was able to fix the problem in under 48 hours because I focused on connecting vs converting. Today, let’s talk about what you can learn from my experience. A Day
The Number 1 Way to Grow Sales Read More »
geralt / Pixabay Talent, that is attracting, growing/developing, retaining great talent is critical to sustained sales performance. Surprisingly, talent management doesn’t get the necessary attention from sales management and sales enablement. Hold on, before you start hissing and throwing things at me…… Let me explain. Talent management must be a top priority for Sales Leaders/Management.
Sales Enablement and Talent Management Read More »
nattanan23 / Pixabay My friend Keenan was on one of his rants on LinkedIn. This particular rant was on really bad prospecting through LinkedIn. It generate a huge amount of conversation (Jim, I would have chosen a different shirt 😉 ) I was struck by a number of comments arguing against Jim, basically saying anything
“My Outlook Is Money, And Money Is Money!” Read More »
StockSnap / Pixabay We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. Stated differently, moving more toward selling as a science. I hope the days of the sales person being the most gregarious person,
Moving From Selling as an Art to Selling as a Science Read More »
mastermind76 / Pixabay All of us, me included, tend to think of our organizations as mixes of A, B, C players. Implicitly, we tend to believe that’s the way things are. We settle into routines about how we coach and improve each, at best, shifting the bell curve (or normal distribution curve) a little to
What If We Start Designing Our Organizations For “A Players” Only? Read More »
Conventional wisdom suggests that 2018 will bring substantial shifts in how companies plan and execute their overall marketing strategies. Look for real change in how organizations develop their sales and marketing plans, making the best use of both internal and external resources to create more visibility and drive revenue and growth. Over the last several
Outsourcing Sales and Marketing to Compete in 2018 Read More »
