Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. While control still resides with the buyers, who are still doing 60% or more of their research before reaching out to sales, sellers may be making some inroads. A growing focus on customer lifetime value. Help buying teams reach agreement.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

The Pipeline

MAY 13, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. August 2011. April 2011. March 2011.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Igniting Sales Transformation

DECEMBER 31, 2019

Predictions aside, for the past decade buyers have clearly communicated their displeasure with traditional, outdated selling approaches; yet, old behaviors rage on. My book on Social Selling was published in 2010, so logically, that might have been the year to push to get at least one of those publications to publish me.

Intent 101

Intent Hiring Follow-up Social Selling 101

The ROI Guy

NOVEMBER 14, 2011

IT solution providers are quickly reacting to the pessimistic forecasts with a sales and marketing strategy rethink – trying to appeal to today’s more stressed and frugal buyer. Hiring demands are increasing at the same time, from a low of only 20% planning staff additions in the latter half of 2010, to 31% currently planning staff additions.

Case Study 69

Case Study Marketing Proposal Hiring 69

OnePageCRM

MARCH 8, 2017

Price based on the value to your customer? Let’s imagine some data from 100 potential customers: We can see that the price is elastic : lower prices result in more buyers. Economics assumes that buyers and sellers always act in their own best interests. Watch this video of Steve Jobs announcing the iPad price on stage in 2010.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

OnePageCRM

MARCH 8, 2017

Price based on the value to your customer? Let’s imagine some data from 100 potential customers: We can see that the price is elastic : lower prices result in more buyers. Economics assumes that buyers and sellers always act in their own best interests. Watch this video of Steve Jobs announcing the iPad price on stage in 2010.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Platinum Rules for Success

MARCH 22, 2017

The entire approach is based on “non manipulative” high trust behaviors that create win/win situations for both buyer and seller all the time, every time. Price is less of an issue because buyers are not just interested in great deals; they want great relationships. They convey their desire to explore needs and opportunities.

Scale 48

Scale Up-Sell Referrals Objections 48