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KISS me

“We have a proprietary video processing technology that takes advantage of YouTube’s API and significantly beats industry benchmarks for throughput”. I don’t know what the rest of the voicemail said because I hit delete. I was having a bad day. I was working on a big project that had become seriously complicated. I was up [...]

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3 Strategies For Elevating Your Sales Game

I really like this very actionable post from Kelly Riggs over on the Nimble blog. Regardless of how good you are there is always value in elevating your game. Obviously, your competitors’ are always looking to move up in the standings, and there is no need for that. Let’s get a sense of where you are currently. [...]

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Do you believe proposals have magic powers?

Do you believe proposals have magic powers? If I put the question this way then I’m sure you’d say “no”. But throughout my career I’ve observed sales people acting as if proposals do have magical powers. As soon as a buyer shows enough interest to allow us to create a proposal it’s like a genie [...]

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Use leverage

Great post today by Anthony Iannarino. It’s really critical to give your prospects a reason to act; otherwise your biggest competitor–status quo–will win. How to Get Leverage A few weeks ago I sent a newsletter to my subscribers about how to be compelling, how to help your dream client take action now. The gist of [...]

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Talk to people

Another nice post by Mr David Brock here. I can be totally guilty of this. Don’t get wrapped up in the “coolness” of Sales 2.0 tools and Social Selling. Unless you take things “offline” and actually talk (and even more crazy, meet with people) you’re not going to sell anything. The Most Important Improvement In [...]

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How would you do on the Newlywed Game?

How would you do if you and your clients (and prospects) were on the Newlywed game? The Newlywed game was a classic game show (it ran from 1966 to 2013–I thought it ended in the 70’s but that’s the problem with watching too much Netflix). In the game the host would ask one member of [...]

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For a Client Base Built on Relationships, Social Selling Unlocks Doors

This is a guest post by Russ Korins, Director of Marketing, Cohen Tauber Spievack & Wagner P.C. When I came on board a year ago to head marketing and business development for a mid-sized law firm, the first thing I did was interview every attorney about his or her client base, what characterizes ideal clients, and [...]

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The Sales 2.0 Gift Horse

A story from my consulting work. I thought it would be a good idea for my client to see if they could sell more to their existing top accounts (I’m quite the strategist you will note.) The first step to doing this was to get a list of those top accounts. After playing with the [...]

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What do you Know about your Prospect?

Here’s another case where sales people need to take a concept further than their marketing colleagues (last time as we going on about using Sales 2.0 tools in general). This post is about knowing your prospect. Marketing types have actually formalized a methodology around knowing your prospect and call it “persona marketing”. This methodology stemmed [...]

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What does Do Nothing Really Look like for your Prospect?

What’s your biggest competitor? If you’re in IT sales is it IBM. Apple, Google, Wipro, some dudes in Bulgaria? Probably not. You’re biggest competitor is Status Quo Inc. Boy those guys are tough to beat! The thing is a lot of the time our prospect will choose the status quo, aka do nothing vs. any [...]

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