Forecasting

Forecasting is more art than science, start simple: Salesforce's forecasting tool is, remarkably, pretty straightforward to use. ... [Continue Reading]

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]

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]

25-38 Using Sales Scripts

I like to have my sales team learn and use scripts to guide their calls and demos. Burn them into their brains. Once they have them memorized, they can discard them and riff, but not until they have done so. ... [Continue Reading]

24-14 Selling is Like Stand Up Comedy

Selling a new product, a missionary sale, is a lot like stand up comedy. Your pitch sounds fresh because you have practiced it ad nauseum, you need to be able to pivot, shift, reading your audience's mood. (This is particularly difficult to do via webinar). And, you have to practice, practice, ... [Continue Reading]

22-40 Buyer Persona: Who I Selling to?

Take the time to develop clear, focused buyer personas. Do this with your team so that you all understand who your target is and are aligned in your sales effort - this is really the biggest benefit. ... [Continue Reading]

13-24 Avoiding MEGO: Your Slide Deck

Your slide deck should be simple, clear and focused. A deck is, fundamentally, a visual story telling device. Avoid bragging about your features and using a lot of text: if you're not a visual person, get someone who is to help you design it. Avoid MEGO (My eyes glaze over.) ... [Continue Reading]

12-16 LinkedIn – A Salesperson’s Friend

LinkedIn is a remarkable tool, and a salesperson's friend. My team spends a lot of time in LinkedIn - the ability it gives them to research leads and build out networks is unsurpassed. Leveraging alumni networks (college, job, country of origin) is critical. ... [Continue Reading]