A Sales Guy

MARCH 30, 2021

It doesn’t address topics like closing or overcoming objections or prospecting or email writing. S**t, when it was written in 2002, LinkedIn wasn’t a thing, there was no “social” selling, and your sales stack was the yellow-pages. Remember, he published the book in 2002, 6 years before the Great Recession.

Sales 166

Sales Intent Campaigns Promotion 166

Partners in Excellence

JANUARY 28, 2023

Imagine receiving a very well crafted prospecting outreach. When we look within our organizations, our industries and markets, VUCA has become a by word. This tool has, according to too many marketers, gurus, and content specialists and lazy sellers, become the future of how we engage customers. It is well written.

Face-to-face 62

Face-to-face Hiring Energy Retail 62

The Pipeline

JULY 11, 2016

This is why you don’t see marketers and ad folks lead an advert or campaign by proclaiming that this “new thing they are presenting, is really the same as previous versions or releases, but we did slap a fresh coat of paint on it”. Tibor Shanto – tibor.shanto@sellbetter.ca. The post Same New, Same New!

Lead Rank 120

Lead Rank Sales Qualified Lead Campaigns Up-Sell 120

Janek Performance Group

AUGUST 23, 2023

Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979. It was instrumental in Kahneman winning the 2002 Nobel Prize in Economics. Simply put, prospect theory deals with the psychology of decision making. Of course, all buyers assess needs differently.

B2B 62

B2B Case Study Collateral ACT 62

Partners in Excellence

FEBRUARY 6, 2019

Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. Actually, I have great hope for the application of these technologies in marketing and sales. AI offers great promise in helping better identify, segment, and target our prospects.

Ideal Customer Profile 73

Ideal Customer Profile Segment Vendor Analytics 73

LeadFuze

JANUARY 1, 2022

How to Make a Go To Market Strategy With Our Proven Template. The Winning by Design Blueprint Series provides a step-by-step go to market plan for every part of the sales process, including developing a go to market strategy. First, we will define what “go to market” really means. Go To Market Strategy.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

LeadIQ

SEPTEMBER 25, 2018

Feelings can be such a powerful tool with archetypes. Since Jobs had left, Apple had lost a ton of market share to hardware rival IBM, and was battling for software market share with Microsoft. Apple’s big campaign from 1997-2002 appealed to our internal tendency to support counter culture. We need to take advantage.

How To 77

How To Campaigns Conference Microsoft 77