Beth Sunshine, on February 12, 2018
Shaye Smith, on February 9, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Dani Buckley, on February 8, 2018
I have a confession to make… I absolutely hated cold calling. It’s been a few years since I was in outside sales, but I still have flashbacks to some of my worst cold calling experiences. You know the ones where you’re treated like a complete nuisance, talked down to, or hung up on.
Necessary Evil
Like most salespeople, cold calling for me was a necessary evil. It was evil because of those nightmare experiences, though pretty rare, but it was necessary because sometimes cold calling actually worked – especially if you did it often enough. Some of my best clients started with a cold call, or 10. While it was a numbers game, I found that the better I got at identifying the potential of a prospect and utilizing valid business reasons, the more success I would have.
However, despite the “wins” that occurred on occasion – I spent a lot of my precious time cold calling, and if you’re in media sales or many other B2B sales industries then you probably do too. The downside to that was the fact that I wasn’t great at cold calling, I was great at selling. I was great at identifying needs, creating customized solutions, developing integrated marketing campaigns, and building relationships – yet I had to spend at least a quarter of my time doing the former.
John Henley, on February 7, 2018
I wonder if we could all treat people better if we replaced human resources with a department focused on human flourishing (HF). People are certainly more human than they are resources, but I wonder if there is a better way to think of them than merely resources. One of the dictionary definitions of flourish is "to thrive or grow luxuriantly." Pretty cool way to think of your people.
Trey Morris, on February 6, 2018
As an Account Executive, we hated when it happened.
As a Sales Manager, we might have done it a few times... ok... we probably did it a lot.
We turned an email into a sales meeting (or for us older guys... a memo).
Shaye Smith, on February 2, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
A lot has changed in the sales industry over the last year. Salespeople, processes, systems, compensation, and strategies have contributed to and changed the way we sell. Here are specific discoveries from thousands of data points about how the world of sales has changed.
Jim Hopes, on February 1, 2018
I think we’d all agree that long-term relationships are gold in the business arena, and long-term relationships begin with the very first interaction that delights a customer and are fed by every other interaction subsequently.
John Henley, on January 31, 2018
If you are in sales, you can’t avoid price competition altogether, but you can take steps to reduce the focus on price. You need to behave in such a way that you are working with the prospect to create specific value, using your product or service as part of the solution. The alternative is that you present general value by pitching your product or service as the solution—inviting the type of product comparisons that lead to price negotiation.
Creating specific value for each customer BEATS presenting general product value to every prospect.
Jim Hopes, on January 30, 2018
Everybody’s got one. In fact, ideas are not only cheap and plentiful, but their overuse often obscures the work we should really be doing—gaining an understanding of what the prospect is trying to get accomplished. I see so many salespeople (and sales managers) default to premature ideas that end up nowhere.
The temptation is to vomit an idea the minute we see or hear a possible need in the customer’s business. Bad practice. Ask a few more questions and dig a little deeper about what business results the prospect is looking for, what problems exist for them in the marketplace, what opportunities are out there for their category of business they have yet to realize, or what conditions are specific to their category of business.
Keep in mind that all your competitors are talking about ideas as well. The prospect has heard it all before. What makes an idea valuable is that it addresses a very specific need in that prospect’s business.
LeadG2, on January 26, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
A lot has changed in email marketing over the last year. You need practical, actionable ways to revitalize your email marketing over the coming year. Here are four ways to boost your email marketing strategy in 2018.
