Will Technology Soon Turn Sales Reps Into Marketers?
This article by David Dodd in 2015 helped validate my philosophy of sales reps having to be effective marketers.Read more
Softening barriers
Getting through to a key stakeholder isn’t easy. Sometimes, if you cold call a high level person out of the blue with no point of reference, you risk pissing them off. The goal is to get a New Business Meeting with them.Read more
Building Champions through social selling
You have a 10% chance of closing a deal when you do not have a Champion. A Champion will answer two crucial questions, “Why do anything?” and “Why buy now?” and will sell for you when you’re not there.Read more
Omnichannel or become Stan
Did you know Google has a T-Rex on its campus to remind everyone that the mighty dinosaurs got extinct? This is what happens when you don’t execute an effective omnichannel sales strategy.Read more
TIP – Email Stats (Tuesday best day for emails)
Email marketing is an effective demand generation strategy. It has to be followed by calls and repeated. Here are some valuable stats.Read more
5 ways to test your champion
How many times have you thought you had a true champion to help drive your deal to fruition? Sometimes (or many times), this doesn’t happen.Read more
Email, call to action, phone call, social…..REPEAT!!!
It can take over 10x’s to get someone’s attention. WIFT (what’s in it for them) messaging is the key. Be persistent..Read more
Tip: Voicemail Stats
Cold calling isn’t dead but 80% of calls go to VM. Here’s some guidelines to make sure your VM’s are effective.Read more
99% execution 1% idea
Executing an omnichannel strategy isn’t easy. But this is what has to be done to be successful.Read more
MEDDIC (light)
MEDDIC is a sales methodology based on qualification for complex (enterprise level) Business to Business sales environments.Read more