November 13, 2014 09:32 AM
“Welcome to the company! You’re going to spend the next three weeks in a windowless room, being inundated with PowerPoints, while people tell you all sorts of things you ‘absolutely have to know’ before going out to sell.”
Not the best way to greet your newest flock of sales reps.
What makes it even worse? The people you’re subjecting to this are outgoing. You hire them for their ability to interact well with others. And here you are, asking them to...
November 12, 2014 09:48 AM
“You’re going the wrong way!”
“How would he know where we’re going?”
The scene is from Planes, Trains, and Automobiles. A couple is yelling out the car window to Del Griffith and Neal Page (John Candy and Steve Martin), trying to warn them that they are traveling the wrong way down the highway. Del has absolutely no idea he’s about to come face-to-face with two Mack trucks, and insinuates that the couple must be drunk for thinking they know ...
November 10, 2014 09:15 AM
Great content is an effective way to build a reputation as a thought leader, generate buzz, and promote awareness. Engaging video content, whitepapers, and even infographics are great for getting potential clients acquainted with your story in a way that is meaningful to them.
But content marketing is just the beginning; you need to build on that initial interest, develop trust, and eventually, progress their interest to a sale. Enter campaigning.
Campaigning is the marketer’s way to...
November 06, 2014 09:31 AM
Sales reps are given territories, and in those territories are accounts that they are responsible for. When they plan for the quarter, it’s referred to as account planning. Their goals are set in terms of the companies or accounts that they manage.
But when it comes to the actual conversations they’re having, reps are not standing outside of a physical building yelling at it. Their sales conversations are with actual people. A company doesn’t sign the purchase order; a pe...
November 05, 2014 09:49 AM
Have you ever had a conversation like this after a sales call?
“I think these guys are going to buy!”
“What? Were you in the same meeting I was in?”
“Yes, they said they care about productivity challenges.”
“Yeah – but didn’t you catch what is going on there because of the merger?”
A bit of an exaggeration – but many times in internal debriefs there is a disconnect between what the client...