Archive for February, 2012
Tackling The Number 2 Problem in Sales: Getting to The Right Person
Posted by Don F Perkins in B2B Sales, Sales Productivity on February 28, 2012
You’ve been trying to get in touch with the director of IT forever, but he’s just not taking your calls. Of the hundreds of sales professionals I’ve polled: “what’s your biggest problem in sales?” 1. ”finding new customers” 2. “getting to the right person.” Trying to find new customers is tough business. It’s easy to [...]
Do You Know What I Mean When I Say Your Price Is Too High?
Posted by Don F Perkins in B2B Sales on February 24, 2012
A friend asked my advice recently. Some customers have told him “Your price is too high.” My first reaction was: Awesome! I bet a lot of sales people are struggling with this. That means you have an opportunity to differentiate yourself! Instead of taking the approach: “what do I say when you say: “Your price [...]
Vital Design Takes a Holistic Approach to Brand Marketing via @dekoning
Posted by Don F Perkins in Content Marketing, Small and Medium Business, Videos on February 21, 2012
In this interview, Brian Dekoning, Director of Business Development and New Media at Vital Design unpacks the approach that they have used again and again to help small to medium consumer brands understand the right mix of emerging media and traditional marketing to get noticed and build revenue. Vital Design is a creative agency in [...]
That Big Hairy Monster Who Ate Your Lunch Today
Posted by Don F Perkins in B2B Sales on February 17, 2012
What Ever You Do, Don’t Turn It On It was my first day on the job. I was the proud owner of a worldwide network for a fortune 500 company. There in the corner of my spacious office collecting dust was a fairly new Sun Microsystems Unix workstation. I already had a desktop PC [...]
3D B2B Sales – Your Customer’s World is Not Flat. (Is Yours?)
Posted by Don F Perkins in B2B Sales on February 13, 2012
Up until the 17th century or so, nearly everyone on the planet held that the earth was flat. It fit with what they believed, or at least, what they wanted to believe. Then one man changed all that. His three dimensional world view changed society forever, enabling whole new realms of science and technology to [...]
6 Essentially Meaningless Phrases Guaranteed to Bore Your Customers to Death.
Posted by Don F Perkins in B2B Sales, Behavioral Change, Content Marketing, Small and Medium Business, Unlearning on February 9, 2012
We’ve all been there. You’re in a meeting. Someone is talking, but you checked out 20 minutes ago. There’s no substance, or if there is, it’s well hidden behind a torrent of mind-numbing sales speak. You wake from your daydream just in time for the big smile and the firm handshake. There goes another hour [...]
Outsmarting Your Fiercest Competition
Posted by Don F Perkins in B2B Sales on February 3, 2012
Why? Because That’s The Way We’ve Always Done It A man noticed that whenever his wife made pot roast, she always cut one of the ends off prior to cooking. She said that’s what her mother had always done. Her mother didn’t know why she did it either. That’s what her mother always used to do. Finally, [...]
Achieve a More Predictable Forecast – Transforming Sales Outcomes With Inbound Marketing @Hubspot
Posted by Don F Perkins in B2B Sales, Content Marketing, Videos on February 1, 2012
In this video blog segment, Mark Roberge and Mike Volpe of Hubspot talk about changing the sales game using social media, micro sites, SEO and blogging to transform the sales forecast into a more predictable channel. share: Blog this! Bookmark on Delicious Digg this post Recommend on Facebook Share on fark Share on FriendFeed Share [...]
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