May 13, 2014 11:10 AM
Why do some sales presentations fail while others succeed? Well… lots of reasons. But while not every factor for a successful meeting is under a rep’s control, salespeople can still stack the deck in their favor my steering clear of some of the most basic and common missteps.
Here are four sales presentation mistakes that the best B2B reps tend to avoid.
#1. Too much ad-libbing, not enough preparation
While stiff, canned speeches can pose their own problems during sales pres...
May 09, 2014 10:15 AM
This past week saw the 3rd annual B2B Content2Conversion Conference come to New York City, presented by Demand Gen Report. While I sadly wasn’t able to make it down for the event, I was sure to follow the stories coming out of the show online to see what folks were talking about this year – and boy were they talking!
Once things kicked into high gear on Tuesday, my news feeds were flooded with #C2C14 quotes and messages around all things content strategy. It seemed to me that m...
May 08, 2014 10:08 AM
Imagine you’re playing Family Feud, it’s your turn at the buzzer, and the question is:
“According to hundreds of sales managers surveyed, what is the NUMBER ONE reason why salespeople miss their quota?”
You hit the buzzer and blurt out… what?
Not enough leads? Lack of training? Poor sales process?
Each of these could certainly be on the board, but none would be the number one answer. At least not according to a report from the folks at SiriusDecisions, who actu...
May 05, 2014 10:39 AM
“One of the core challenges facing sales and marketing teams is that sales knows they want to share content, but don’t know where to find it.”
That’s a quote written by Jamie Shanks in a recent Sales for Life article, How Can Marketing Sales with Content Sharing?, in which he adds that marketers often don’t understand why reps fail to share the content they create.
What he’s describing here is absolutely correct, and represents one of the most common g...
April 28, 2014 10:40 AM
In a recent article about onboarding new reps with online sales training, MindTickle’s Mogit Garg shares four components for a successful program.
Number one on the list? Choosing the right content.
As Mogit writes, when it comes to training, “doing it online is an entirely different thing from doing it face-to-face inside a room. You can’t expect them to sit down for two hours or read text-intensive slides. It will only bore employees to death.”
In other words, when...