OK I need to come out of the closet.
In the last two posts I did a bunch of math. I wanted to boil down cold calling vs. social selling data so we could do a somewhat fair comparison. Here’s the punchline. [Read more…]
Social calling math
This post is a bit of a continuation from last week’s post. In that post I did some math.
The math was about the conversion rates of cold calling based on data I have collected over the last few years from others and my own sales team.
This post is going to be about math too but this time I want to focus on prospecting using a social selling approach or what I call “social calling”.
Cold calling math
Today’s post is going to include a few numbers.
I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans.
I collect data on cold calling whenever I see it, as I am fascinated by trying to figure out if there are better ways to prospect. I’ve got three sets of data for you here. One from a university, one from a smart sales expert and one from my team. [Read more…]
Know thy products
For those that have parachuted into this blog from Google, this is part of a series of posts about how to save your sales job. This first batch of ten posts is about preparing to go to market when you get that new sales gig or greenfield opportunity.
One of the things it’s well worth knowing (and the one your boss will likely get fixated on) is the products your company sells. [Read more…]
A map that might save your sales job
Congrats you have a brand-new “greenfield” sales territory!
Unlimited opportunity, untouched accounts, no other reps vying for your business. Not to mention our products are the most awesome thing ever invented. Boy, you are going to coin it in!
Not!
Let me translate. [Read more…]
Don’t overpack your tool bag
It might seem odd that the bloke that coined the term “Sales 2.0” is telling you to go easy on the tools you use for selling but that’s the case. Sales 2.0 became synonymous with using technology to sell better. And you can use technology to sell better but you can also use it to sell poorly.
The common problem is that the common tools we’ve developed to make us more productive at work often end up making us less productive.
The four most used tools in social selling can also be some of the biggest time wasters. [Read more…]