The Dangers of Un-Advertising?
With a daughter in college, I found myself surfing something entitled “Worst College Degrees” for earning potential. If no one is managing the sales and marketing details, sometimes you end up with “Un-Advertising.” I’m sure the fine...
Using a Mutual Opt-In Sales Process
If you believe like we do, you see that the internet has put the buyer firmly in control of your sales process. To combat this, savvy companies have shifted to a Mutual Opt-In Sales Process. To many, a system based upon excessive transparency, educating instead of...
What is sales virtualization?
We call the seismic shift in sales process Sales Virtualization™. Twenty years ago, the best indicator of an organization’s sales success was a talented sales force. Today, sales has been digitized. First, marketing took over lead generation responsibilities and...
Bad Voicemails Installment 12
We got this awful cold email so we thought we would switch things up a bit. It’s hard not to immediately respond “YES!” to this beauty.
Which B2B Lead Generation Works Best?
Own the lead generation and you own the sales process! However, many companies struggle with a proven and consistent lead generation system. When they do, there’s a propensity to “throw things against the wall.” Someone suggests, “Hey, XYZ...Recent Posts
What is the upside to having a Proven Repeatable Sales Process?
A few years back, I was hired by a manufacturing company who was doing 7-8 million dollars in sales per years. They had been in business about 20 years and had experienced a few growth spurts, but were now in a stagnant position the past few years They were struggling to hit the next level. ... Read more →
Why Small Businesses Remain Small: The Role of Initiatives
Even though small businesses aspire to grow, many remain modest in size despite these ambitions. While numerous factors contribute to a company’s size, one key reason small businesses often stay small is their lower rate of initiative adoption compared to larger businesses. This article will explore why starting fewer initiatives is a significant factor keeping... Read more →