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]

Some Interesting Stats on Selling and Social Media

in a slide deck that a cool little company out of Halifax presented at Sales 2.0 yesterday.  I don't buy the idea that cold calling is dead - not for early stage companies at least - but do think the number that point to a lack of social media engagement make sense. Selling and Social Media ... [Continue Reading]

A Book About How to Sell That is Actually Worth Reading

If  you are like me, you find most books about how to sell a little disappointing, if not downright off putting.  Most remind me of the movies Glengarry Glen Ross, Wall Street or Boiler Room -all classics in their own way but not sources of great sales methodology, at least not for selling complex ... [Continue Reading]

Cold Calling Continued

I noted in a recent post that, for an early stage company, cold calling is both absolutely essential and brutally inefficient.  Even more so if undertaken with little or no marketing to support it.  Put another way, a solid, content-based marketing effort, even one executed on a shoe string, can ... [Continue Reading]

Disciplined, Focused Cold Calling

My first real business job was with a commercial real estate broker in Calgary in the mid '80s; brokers then were given a desk, a telephone and a telephone book and told to get after it.  They were also encouraged to walk door-to-to through downtown Calgary, trying to drum up interest in office ... [Continue Reading]

Cold Calling is Dead. Long Live Cold Calling

Amazing things have happened in the sales and marketing process in the last few years.  Marketing Automation Systems (MAS) enable vendors to contact and nurture leads and track their development before entering the sales funnel.  Newer, web-based Salesforce Automation (SFA) systems, make it a lot ... [Continue Reading]