Jul 30, 2020
There is a change coming. Its been coming for a while. It’s called inbound sellling.
When I began in sales, the big deals were done in outside sales and were usually a direct result of outbound selling. But things have changed. Rapidly.
Folllowing the exponential growth of the internet, people have relied more and...
Jul 23, 2020
Have you downloaded anything from a website ever? What made you do it? Was it something that you believed to be useful?
What were you asked for in return? Your email address?
What you downloaded was more than likely a guide or a checklist or a whitepaper or a cheat-sheet or an ebook. right?
From the perspective of the...
Jul 16, 2020
As part of a coaching session last week, I sat through an Saas (Software as a Service) demo.
The guy did a reasonable job but..
Did it make me want to buy? No
Was there too much information? Yes
Could he have delivered more value ? Yes
Software demos are not software inspections so there’s no need for an...
Jul 9, 2020
As a professional - as a sales professional, I would be amazed if your profile is not on LinkedIn and if you are not prospecting in some form on LinkedIn.
It’s not true to say that everybody is in LinkedIn on. There are approximately 690M users according to the about page on LinkedIn about.linkedin.com
The story...
Jul 2, 2020
You want your sales team to have strategic conversations with senior decision-makers.
Some sales managers allow newly onboarded SDRs to find their feet, learn the ropes…and when they are deemed ready…shift them up a gear and ask them to hunt at Enterprise level.
But I’ve seen businesses hire fresh graduates...