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]

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]

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]

21-59 Sales Metrics

Keep the metrics you track with your sales team focused on actvity (calls and email) and pipeline health. Do not overload your team with data gathering - this will only service to demoralze them and have them figure out how to game the system. ... [Continue Reading]

18-18 Your Sales Playbook

It used to be called the training manual. The sales playbook, which documents your sales process, scripts, demos, sales tools, giving your sales team the tools they need to sell. For an early stage company, probably the most important thing about a playbook is that you get organized writing it; its ... [Continue Reading]

15-01 Herding Cats: Being Organized

Salespeople can be difficult to organize: all the more reason to do so. Set simple goals, develop a schedule and use it. Make sure that meetings start and end on time and keep what you expect from your team simple and make them stick to it. ... [Continue Reading]