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
Phantom costs could be killing your profits
I love a good bargain as much as the next person, but I learned a valuable lesson about phantom costs. That is, those costs that don’t show up on your income statement but drain profits. Everyone has heard the saying “good things are cheap, and she things are good,” however, we tend to forget it... Read more →
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 →