Sales 3.0 – Plus Ca Change…..

 "plus ça change, plus c'est la même chose." ("the more things change, the more they stay the same.) - Jean Baptiste Alphonse Karr Everything about B2B sales have changed in the last 10 years. In some ways, the process is returning to its 20th century roots.  In fact, in some ways, the more things ... [Continue Reading]

Meetings Matter

It is remarkably difficult to get live meetings with senior level prospects these days and that difficulty makes it all that much more important.  Paradoxically, because anyone can identify and target a particular individual in a prospect company, he or she becomes "hunted" and absolutely swamped ... [Continue Reading]

Cold Calling is Dead. Long Live Cold Calling

Sales has changed a lot, because of the Internet, CRMs and social media. But cold calling hasn't gone away. How you do it has changed and you need to train your sales team to cold call effectively. ... [Continue Reading]

Chasing the Viral Event

Nothing quite like when some content you've posted goes viral. Exciting! And a distraction. Chasing the viral event will waste a lot of cycles and distract you from your core marketing effort, which should be to slowly, steadily building a following. ... [Continue Reading]

It Seems Like Such a Good Idea

For every complex problem there is an answer that is clear, simple, and wrong. H. L. Mencken What is it about folks with newfound wealth (e.g. some millennial scores big when he sells his startup) that makes them think that they can now opine with confidence on complex policy issues?  So it is with ... [Continue Reading]

Make A Trial Part of Your Sales Process

Offering a trial can be an effective part of your sales process, enabling you to qualify and educate the prospect. And, it can reduce resistence to trying something new. Be sure to: define its scope and goals; put it on a clear timeline; and charge for it. ... [Continue Reading]

Social Selling Has its Limits

Social selling is tempting for an early stage company but is of limited effectiveness. It is tempting, and enjoyable, to spend a lot of cycles promoting your company via social media: in the end, you will not make sales this way. ... [Continue Reading]

Continual Qualification

Your sales process will be tighter and more predictable if you develop a culture of continual qualification with your sales team. Every interaction with a prospect is an opportunity to better gauge their intentions, their interest, their likelihood of buying. This will save your team a lot of time ... [Continue Reading]

Your Message Matters

Developing a clear, consistent message is as much about aligning your team as it is about communicating with your prospects. Take some to to workshop your message with your team. The simpler it is - and it should be simple - the more work it will take to uncover it. ... [Continue Reading]

Sizing Your Market

You should be able to size your market credibly, using trade data and goverment sources (e.g. the Census Bureau, the Bureau of Labor Statistics), breaking it out into the Total Addressible Market, Serviceable Market and your target market share. ... [Continue Reading]