All Entries Tagged With: "marketing"
10 Game Changers: The Future of Sales
I while back I asked, “Is Sales 2.0 really about sales?” My answer is “NO.” I don’t think Sales 2.0 is about sales at all. Think about how people on the web give everything away for FREE. That’s not selling! Sales 2.0 is all about marketing, branding, credibility, and positioning for the future.
So what does the future of sales look like? Let’s start by painting a picture of what’s happening with sales people today…
The Biggest Question About Sales 2.0
Reader Q & A:
Is Sales 2.0 really about sales?
Sales 2.0 has been one of the big buzz words throughout 2009. What do you think… is Sales 2.0 really about sales? I look forward to your responses!
A Fair Referral Fee?
I had a reader send me an email with the following scenario and question… “I’ve identified a sales lead. The CEO of the fulfillment firm and the COO of the company I referred are engaged and talking. There’s a good chance this lead will result in new business for the fulfillment company. My fault for not negotiating a referral fee upfront. I do have a prior relationship with the CEO and he wants to do the fair thing as much as I do.”
Cold Calling Dead or Alive
If you missed the last post, Compelling Argument Against Cold Calling, it is piece you have to read several times to take it all in. I think there are two key issues. The first is cold calling and the second is lead generation. I’ll set the record straight. If you are in sales, cold calling isn’t optional. It is a must… but, most organizations are not being strategic enough about their cold calling approach and many are not focused at all on lead generation tactics.
Compelling Argument Against Cold Calling
By Jeremy Miller
Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person wins his customer. His cold calling has paid off. He is a hero. Too bad it doesn’t work that way.
Fire Up Your Sales Calls!
by Bill Merrow
One of the most powerful, yet often misused and abused marketing tools is the telephone…
Just Follow Up!
by Keith Rosen
My wife and I were about to undertake our last remodeling project. Being a consummate consumer, I wanted several qualified companies to bid on our next project. After calling ten contractors, I scheduled an appointment with the five that called back.
7 Foundations for Sales Greatness!
There are 7 key areas to develop when laying the foundation for your sales team. Build on these principles, and you will set your team up for greatness!
