Pointclear

JULY 20, 2016

I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It. As background, we delivered a report to a client this month that, among other statistics, showed that it takes 9.82 touches to engage with a prospect.

Outsourcing Services 122

Outsourcing Services Media Strategy Sales Qualified Lead 122

Anthony Cole Training

JULY 20, 2016

Guest Post By Alex Cole, Recruitment Specialist, Hire Better Salespeople.

Social Media 120

Social Media Media 120

SBI Growth

JULY 20, 2016

Revenue 139

Revenue Strategy Marketing 139

Increase Sales

JULY 20, 2016

People buy from people they know and trust. The seeds of sales distrust can be sown anywhere along the sales process path. When working with a small business coaching client, I again saw how the seeds of sales distrust were being sown. My client and I are working on his succession plan. In speaking with his financial advisor, he was encouraged to work up to age 67 even though he told the advisor he would like to sell his business earlier if the opportunity presented itself.

Direct Mail 70

Direct Mail Lead Rank Small Business Small Business 70

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Campaigns

A Sales Guy

JULY 20, 2016

Earlier this year, as many of the readers here know, we at A Sales Guy had big, bold, and somewhat risky marketing stunt. You can read about it and it’s abject failure here. In a nutshell, we were going to do a pop-up event for Virgin America’s inaugural flight to Denver from San Francisco. The plan was to show up at the for the first flight from Denver to San Francisco.

Distribution 63

Distribution Meeting Marketing Customer 63

SalesLoft

JULY 20, 2016

In today’s modern, multi-channel world, Sales Development Reps who use social channels as a part of their personalized selling strategy are more likely to uncover valuable buyer information, and ultimately schedule more qualified sales meetings. But what’s even more personal than a retweet or a like on a prospect’s Instagram? Meeting them at a sales event.

Trade Show 52

Trade Show How To Vendor Face-to-face 52

Partners in Excellence

JULY 20, 2016

I read an article entitled, “Drive Sales With Product Knowledge.” It was a good article, actually covering a lot a great issues, but focused on the importance of having strong product/solution knowledge. We know sales people have to be knowledgeable about our products and solutions, so I don’t disagree with the author’s premise.

Customer 48

Customer Face-to-face Maximizer Competition 48

OpenSymmetry

JULY 20, 2016

Sales in the pharmaceutical industry has been a rigid and consistent business. Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics.

Pharmaceuticals 44

Pharmaceuticals Compensation Incentives Incentive 44

Sales Gravy

JULY 20, 2016

99.9% of the time when a sales person asks a non-decision maker if they can speak with their boss, the sales person is rejected. It’s a FAILED sales strategy. Yet, most sales people keep running that same play and get nowhere with it.

Decision Maker 40

Decision Maker Strategy Sales 40

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

OpenSymmetry

JULY 20, 2016

Sales in the pharmaceutical industry has been a rigid and consistent business. Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

Customer Centric Selling

JULY 20, 2016

Sales Tips: Stop Spouting Features Your Buyers Don't Need. By John Holland, Chief Content Officer, CustomerCentric Selling®. Most salespeople are proud of the products/offerings they sell. The most significant mistake I made when starting my Sales career was to believe my job was educating buyers about offerings. One of the biggest challenges was determining which features were relevant to buyers I was calling on.

Buyer 40

Buyer Buying Cycle Education Sales 40

Jonathan Farrington

JULY 20, 2016

In 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country, observing that 20 % of the people owned 80 % of the wealth. In the late 1940s, Dr. Joseph M. Juran inaccurately attributed the 80/20 Rule to Pareto, calling it Pareto’s Principle. While it may […].

Distribution 23

Distribution 23

Platinum Rules for Success

JULY 20, 2016

Sales presentation mistakes aren’t just an issue for sales professionals – they’re an issue for every professional. Regardless of your occupation, each of us will be tasked with providing goal oriented presentations throughout our careers. That doesn’t just mean for clients, but also for our colleagues and managers. Likewise, effective leadership often requires ‘selling’ employees on an organizational course of action.

Maximizer 40

Maximizer Trade Show Exact Sales 40

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