The first number is the number of emails I get as a marketing manager each quarter from sales people. The second number is the number of phone calls I get from sales people each quarter. The last number is the number of letters and notes I receive from sales people each quarter. Read More…
Who is 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! Read More…
A great point highlighted on the Linkedin Sales Blog. I hope to be saying more about this soon. I’ve used this approach for some of my own startup gigs. It works.
Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days. Read More…
The future of sales belongs to sales geeks.
You can already see this in marketing. Marketing is already way more numeric and analytical than it used to be. And if you buy into the story that future sales people will look a lot more like “mini marketers” then sales people are going to need to be into numbers.
And not just your quota and commission check. I mean operational numbers. Read More…
I’ve actually wondered about the best messaging to follow up on an ebook download and David makes it very obvious how to do it.
The other day, I downloaded an outstanding market research study. It was entitled, 2016, The State Of Marketing. It’s a fascinating piece of work.
The problem was that in downloading the paper, I immediately get emails and phone calls asking my interest in Marketing Automation Solutions — because that’s what this particular company sells.
The problem with much of our prospecting or follow up on “leads,” is that it is completely disconnected from the content that generated the lead. It’s this disconnect, that actually hurts our abilities to prospect and engage the customer. It actually creates a negative reaction with the customer, putting us in a worse position than if we just didn’t call.
Every time a holiday comes around I can hear “Uncle Paul Castain” reminding us sales people not to slack off. He’s totally right about it too.
Whenever you think it might be a bad idea to call someone or send an email because “people aren’t working”, just do it! (For example, some of the best emails I’ve sent were sent to business executives on the weekend.)
It sucks that so many of us (including your target senior executives) work all the time but if you want to do well in sales, run away from the herd and contact your prospects when your competitors have nodded off.
Here are a couple of great reminders from “Uncle Paul”:
I Hope You’re Not A Part Of This Foolishness?
by PAUL CASTAIN on NOVEMBER 21, 2014
So here it is the Friday before Thanksgiving and I can guarantee you that there are sales reps out there that have begun their “Mental Shutdown”.
I’m all about recharging and enjoying holidays but . . .
For those that need to milk a week out of a 4 day weekend;
3 Days Of Admin . . . Really?
As we head into a holiday week here in the states there are some people who are going to make a poor choice!
I’m talking about those who are about to work on “Admin Stuff” this Monday – Wednesday!
On the surface, it seems like a good thing to do because
a) They didn’t take the whole week off
b) They didn’t mentally check out
But 3 days of admin?