Well, it’s actually account-based marketing (ABM), so are we counting that as two words? Who cares; it’s the concept that matters. A Brief Intro to Account-Based Marketing (ABM) Account-based marketing (ABM in the rest of the text) is a B2B strategy that focuses not on the attempt to reach a wide audience, but to cultivate […]
5 Reasons to Use ABM (Account-Based Marketing) to Boost Your Sales Read More »
The email asked me to participate in a market research survey. It was from one of the old line business publications, it promised a donation to one of my favorite charities, so I decided to take it. The survey was pretty exhaustive. It asked me all sorts of questions about my reading preferences. There was
Who’s Your Competitor? Looking In All The Wrong Places Read More »
kreatikar / Pixabay A sales manager was whining to me, “My sales people don’t do what I tell them to do! How do I get them to do the things I want them to do?” He went on a rampage describing how they weren’t meeting their commitments, how they weren’t doing the things that drove
Do Your People Own Their Commitments/Responsibilities? Read More »
There’s a disturbing trend in developing the capabilities of sales people. It’s the focus on providing answers, rather than developing skills. We see this manifested in all sorts of ways: Increasing focus on scripting–whether it’s written or spoken communications. This is often cloaked in interesting ways, “Tell me the questions I should ask….,” but sales
Tumisu / Pixabay Here in Raleigh, the N.C. State Fair wrapped up this past weekend. New junk food included jalapeño cheetos bacon, pumpkin spice latte candy apples, and Deep Fried Meatballs. Those all might seem like a good idea, but you’re likely to regret it later… kind of like hiring a commission-only salesperson for your
Think Twice About Hiring a Commission-Only Salesperson Read More »
Historically, motivation has been thought of as something fixed; you either have it or you don’t. The good news: we all have motivation inside of us, but we just need to draw it out. We need to build it like a muscle. Sharpen it like a skill. The trouble is, many people don’t know how.
3 Research Backed Ways for Motivating Sales People Read More »
Black Friday is coming up fast. Are you ready for it? This article will get you where you need to be. I’ll be giving you the strategies we’ve used with clients to drive 30% increases in Black Friday sales. This is some “behind-the-curtain” stuff which may or may not get me fired. Let’s get rolling
How You Can Increase Sales by 30% on Black Friday Read More »
Recently, I was speaking with an executive whose team was involved in a major purchase decision. I asked him to describe his buying process/journey. He looked at me with an amused/quizzical look. “We don’t think in terms of a buying journey. We just have something we need to get done, part of it involves buying…..”
Customers Don’t Care About Their Buying Journey! Read More »
There is a popular theory that women and men shop differently. According to the notion, men visit a store, head straight to what they want, buy it and walk out. The theory continues with the idea that women like to take their time, that they go back and forth between several different items and then
Should You Target Your Website at Trackers, Hunters or Explorers? Read More »
Launching your platform and initializing your monetization strategy is only the beginning. Sure, once your platform is implemented the money will start coming in, but how will you maintain that initial growth and sustain earning? Through customer acquisition, of course! Customer acquisition is the focus of acquiring new customers through a strategy designed to persuade
4 Factors to Consider Before Paying for Customer Acquisition Read More »
