Archive for June, 2011

How to Get More New Customers

Posted by Don F Perkins in B2B Sales, Sales Productivity on June 29, 2011

When I ask sales executives what their biggest issue is right now, far and away the answer is: “I need more new customers.” In fact, an entire industry has risen up to answer the need to find new customers. A friend of mine, Jeff Ogden even has a business named “Find New Customers.” Surely there [...]

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Enchantment & Analytics: Striking a Balance in Sales

Posted by Don F Perkins in B2B Sales, Sales Productivity, Small and Medium Business on June 21, 2011

Last week I wrote about understanding our customer’s buying processes, which is a pretty analytical concept. This week though, I’ve been thinking about the other side of the coin, a more creative, social side: how enchantment plays into sales. Enchantment, as Guy Kawasaki’s new book points out, is about changing the hearts, minds and ultimately [...]

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Differentiating Yourself By Understanding Your Customer’s Buying Process

Posted by Don F Perkins in B2B Sales, Sales Productivity on June 13, 2011

The Job of Sales Has Changed David A Brock says the job of sales has changed. I couldn’t agree more. It used to be that sales executives spent a lot of time educating customers, but now customers have access to all sorts of information, thanks to the world wide web. The job of sales is [...]

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How to Desuckify Email Marketing

Posted by Don F Perkins in B2B Sales, Content Marketing on June 3, 2011

The popularity of social media marketing has been touted as the death toll for email marketing, but if email is being replaced by social media, someone needs to tell the users because a recent study shows that: Over 60% of social media users still check email at least four times a day! Yeah. No one’s [...]

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