Applying Sales 2.0 in Real Life

Every now and then I like to go check my own view of the world by talking to smart people who are out there actually selling. This week is one of those weeks. I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses [...]

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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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Social Selling – This Could Take a While

A few things happened to me this week that remind me how long It can take for new sales techniques to be adopted – and become a habit with sales people. I was discussing a situation with one of my sales consultant friends where they are seeing a sales force where solution selling is still [...]

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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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Same Sales 2.0 Tools, Different Outcome

I’ve been a marketer and a sales person both. During the years I worked as a sales person and sales manager I became unhappy with the way sales people’s jobs were defined. This dissatisfaction drove me to define more efficient ways for sales people to sell. Luckily for me, Web 2.0 and social media technologies [...]

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Huh? What did you Say?

The central point behind Jill Konrath’s second best selling sales book, SNAP Selling, is that buyers are now super-frazzled individuals. Sales people need to realize this and adapt their approach accordingly. No more long rambling emails or voice mails. But here’s something I am noticing more-and-more these days: it’s not only prospects that are super-frazzled [...]

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Sales 2.0 fact that can Kill your Sales Funnel

I keep reading this one: “buyers complete 75% of their sales cycle on the web before ever talking to a sales person”. But just over the last few weeks of selling for our Internet start up I’ve found several examples where taking this data is best ignored. I’ve been on a wide-ranging mission to get [...]

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Are you into Mastery?

Just been listening to Daniel Pink’s  book Drive.  Drive is about what motivates us. One of the key motivators Pink talks about is the pursuit of mastery. Of course that made me think about mastery in sales. Pink describes research about how people view intelligence. The research found that people fall into two groups: one [...]

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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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Deals Have Momentum

Deals rarely slow down then close. Deals that close have momentum. The pace of the communication accelerates as you get near closing. The prospect has questions. They are about to make a commitment. As they draw closer to making that commitment questions crop up in their mind. They want to be sure they are making [...]

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