Why would I want to banish “B2B” from the dictionary? Because there’s some mystical fog that sits on people’s creative brains when it comes toContinue reading
Category: Sales Strategy
8 Elemental Truths: How to Squash the Sales VERSUS Marketing Mentality
It’s very frustrating and still too common – Sales and Marketing teams not getting along. Each blaming the other for poor outcomes. Saying how theContinue reading
Make $ with a “Client Happiness Index”
“Client Happiness” is more than a feel-good term. It has genuine business value. It’s no surprise that it’s more profitable to sell to an existingContinue reading
SWOT Analyzing Your Competition
The SWOT Analysis (“Strengths, Weaknesses, Opportunities and Threats”) has been a staple of the business planning toolkit for decades. And for good reason – it’sContinue reading
Answer These “5 Why’s” to Create More Powerful Messaging
Effective sales and marketing rests upon understanding your prospect’s situation and what he/she needs to know before they can trust you and accept that you’veContinue reading
6 Questions Marketers Should Ask Their Sales Team
In my last post, I discussed why Marketers need to regularly ride with their Sales Team to call on prospects and clients. Essentially, there isContinue reading
Marketers – Get in the Field!
It strikes me as odd that I even have to say this, but I do: “ATTENTION B2B MARKETERS – Accompany your sales force onContinue reading
The Power of an Empty Chair
Recently, I read a Forbes article on Jeff Bezos, of Amazon.com fame (April 23, 2012). The box titled “Jeff Bezos’ Top Ten Maxims, Decoded” is,Continue reading
Build Sales – Think Like a Customer
All too often, sales programs focus on topics like how the product works, how it’s made, the distributor network, special pricing deals, the company historyContinue reading