Archive for January, 2012
The Secret Life of Customers: How Not to Suck at Engagement
Posted by Don F Perkins in B2B Sales, Behavioral Change on January 27, 2012
This is a true story about how not to do customer experience: The sales team was comprised of two guys from a big enterprise network box manufacturer. I don’t want to name names, but let’s just say their company started with “C” and ended with “isco.” I was the network admin and they wanted to [...]
Lead Qualification? Sales Needs To Forget BANT: Try Looking For ACNE Instead
Posted by Don F Perkins in B2B Sales, Sales Productivity, Unlearning on January 23, 2012
A long time ago IBM trained it’s sales team to use the acronym BANT to remember the four things they should look for in a qualified lead. (BANT = Budget + Authority + Need + Timing) A lot of old sales people still swear by it today, but it might be time to revamp this old [...]
The Science of Inbound Marketing @Hubspot – Reducing The Risk of Sales
Posted by Don F Perkins in Content Marketing, Videos on January 13, 2012
Sales doesn’t have to be so risky. In this video interview, Mark Roberge and Mike Volpe explain the systems and research that make inbound marketing so much more predictable, cost effective and successful compared to traditional sales channels and lead generation. share: Blog this! Bookmark on Delicious Digg this post Recommend on Facebook Share on [...]
The 12 Habits of Highly Ineffective Sales People
Posted by Don F Perkins in B2B Sales, Sales Productivity, Unlearning on January 10, 2012
In sales there are many bad habits that have crept in somehow and seem to propagate with every new crop of sales people. I have made many of these mistakes myself, and witnessed them being carelessly carried out by some of the worst in the business. In my work environment, good conversations are the key [...]
Anatomy Of A Healthy Inbound Marketing Funnel: Under The Hood @Hubspot
Posted by Don F Perkins in Content Marketing, Leadership, Videos on January 5, 2012
In this video interview, Mark Roberge and Mike Volpe unpack the well-oiled machinery that has churned out a 6015% growth rate (gross revenue) over the last three years and helped make Hubspot the second highest rated software company in the world. share: Blog this! Bookmark on Delicious Digg this post Recommend on Facebook Share on [...]
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