Sales 2.0 Vendor Cold Call that Sucked!

Oh no don’t say it’s true! A sales person for a “Sales 2.0” vendor just called me and left me the following voice mail. Oh boy, this stings! “Hi Nigel this is John Doe calling from Big Company. I wanted to talk to you about our ‘Cool Tool’ our new solution with relationship mapping. I […]

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Wagons Ho!

“There’s a great opportunity here for us. This new product of ours is going to grow our revenue significantly in 2010.” I’m watching a situation in one of our clients which I’ve seen many times before. A CEO has the vision for a new product. The senior executives agree that there’s an opportunity here to […]

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Global Warming of the Cold Call

Sales 2.0 is now an idea that has stuck. And that in itself feels great. Step one is complete. Now for the real stuff: ROI. I believe 2010 is the year when Sales 2.0 tools & techniques will really start to deliver ROI for a large number of sales teams (it should have been 2009 […]

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My Marketing Brothers Take Care of Me

I was presenting The Cold Call is Dead Part 2 webinar yesterday and I noticed an interesting question flash by on the audience questions box. Well, it wasn’t actually a question it was a comment. A conclusion actually. Roughly it said “marketing generates all the leads and sales closes them”. Cool! But not reality from […]

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As the Market Drops, Don’t Be a Closer

The sky is falling. Well, the stock market and many of the great behemoth financial firms that I have sold to over the last dozen years are. Let’s say many of us are not in the most upbeat mood right now. And how does this “macro economic tension” tend to show up in sales organizations? […]

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Marketers Reach Across the Aisle

My friends, a new report from the CMO Council seems to show that sales and marketing executives are doing a better job of working together. The marketers surveyed believe they made some significant progress in driving the top line by working more closely with their sales counterparts in 2008. This appears to be one of […]

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I’ll Show You Mine…

Yesterday, our new president called where we are economically a “raging storm”. As the economy continues to weaken it’s becoming ever more-apparent to me that we sales people (and business owners) need to team up. In my opinion, it’s possible a lot of us will lose our jobs, or our businesses, in this storm, if […]

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Want to be an Expert?

I had a great conversation with a really smart sales executive two weeks ago. We came to an interesting conclusion: it would help him sell more if he were an expert. Seems to make sense right? If you were an expert, wouldn’t it help you sell more? “But” a little voice might be saying in […]

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Is Your Sales Force Rubbish?

As the world economy heads unceasingly down how will CEO’s and VPs of sales know if their sales force is struggling because of the economy, their product or because, well, their sales team is “rubbish” (or excellent)? Time and time again I see the same “dance” where companies hire sales people or VPs of sales, […]

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Sales People, Let’s Support Ourselves!

Gee, how much more bad news do we need? I think it’s great for news stations and newspapers. I know I can’t help looking at the Wall Street Journal site five times day to see how much the Dow Jones is down but I also know that is NOT helping me sell more. I’m also […]

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