Buyer Be-Aware
C-Level Buyers disdain advances from sales people. It’s understandable. Your time is precious and demands growing business and quashing daily fires are overwhelming. There are rarely enough resources of time, people, or capital to meet all opportunities and challenges. But, be-AWARE, some of the best resources are those sales people courting your business. Premier sales […]
IS THE WHITE PAPER OBSOLETE?
It may be time to abandon the white paper as a demand generation tactic for B2B sales environments. For many, white papers have outlived their usefulness – because if marketers and sellers are honest with themselves there’s little to show for their investments in time, energy and effort. In short, the ROI just doesn’t add […]
Sales People Are Lazy
Before my fellow sales friends blast this declaration, selling is the most difficult job in the company! Customers’ financial and procurement process stifles creativity and discount value and innovation. That effectively and purposefully boxes vendors into commodity pricing comparatives. Sales people must ignite business ideation discussions. Sales management too often inflates value of CRM and […]
McKinsey View of Sales Growth is Smart
McKinsey & Company’s “The sales secrets of high-growth companies” is insightful for growth success. Read the article here. Summary of McKinsey’s 5 highlights: Commit to the Future Utilize Digital Channels Harness Full Range of Sales Analytics Invest in your People Alignment of Leadership Action with Vision Progressive sales people thirst to lead … in their […]
Leap Ahead of Prospecting Clutter
How about trying a bold approach to prospecting? Consider sending an unsolicited proposal to a select number of prospects! In addition to conventional prospect campaigns, provoke conversations directly with the right C-level prospect with a focused Demand Generation initiative. Packaging current capabilities with a spiffy cover letter and request for a meeting is insufficient. Gaining […]
