Outside Sales Talk

MAY 18, 2022

Since 2004, John has worked with B2B selling organizations to transform the way they sell. He’s also co-authored a sales novel, The Wentworth Prospect, which focuses on young salespeople from startup software companies attempting to sell to large corporations. . John led sales in large IT providers for 39 years.

Outside Sales 52

Outside Sales B2B Gatekeeper Face-to-face 52

Increase Sales

OCTOBER 3, 2014

LinkedIn continues to grow as one of the top go to social media sites to find sales leads, sales prospects, colleagues and centers of influence for those especially in the B2B world. The purpose as in any business to business networking activity is to connect and to begin to build relationships. Look at me!! The heck with you!

LinkedIn 139

LinkedIn Social Media Small Business Small Business 139

No More Cold Calling

JUNE 13, 2013

The whole process, if done correctly, should be as natural as asking prospects about their budgets. Qualify a prospect? There are typically questions you can monetize against a minimum number of something to determine if the prospect is worth pursuing. This will shift the onus to the prospect.

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

SugarCRM

SEPTEMBER 24, 2021

Since starting Sugar back in 2004, I’ve always enjoyed working with mid-market companies the most. Traditionally, analysts have grouped businesses into three simple categories: small businesses, middle-market businesses, and big businesses. Again, “big enough to matter but small enough to care.”

Company 49

Company Scale Marketing Segment 49

Sales 2.0

JULY 17, 2019

Getting in the door and getting in front of a human in your target market is a huge problem for most startups and small businesses. I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Pipeliner

AUGUST 27, 2018

The Wall Street Journal reported ongoing sales chicanery at the company, and traced its roots back to 2004 ( American Express Gave Small Business Customers One Rate, Then Secretly Raised It ), July 31, 2018). Current and former employees said the price changes were common knowledge within the forex business.

Journal 72

Journal Margin Face-to-face Negotiation 72

Sales 2.0

JULY 17, 2019

Getting in the door and getting in front of a human in your target market is a huge problem for most startups and small businesses. I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects.

Outsourcing Services 30

Outsourcing Services Cold Calling Call-back Networking 30