Archive for March, 2012
What Can Sales and Marketing Really Learn From Customer Complaints?
Posted by Don F Perkins in B2B Sales on March 31, 2012
A lot. I love talking with my customers because they almost always have a lot to tell me about their experiences with sales and marketing. This is powerful feedback for our growth. It could mean the difference between thriving and struggling in 2012. Are we listening? If we want to increase our revenues this [...]
Six Degrees of Alienation: When Marketing Automation Goes Wrong
Posted by Don F Perkins in B2B Sales on March 27, 2012
AKA: sending the wrong message at the right time If you send the right marketing message at the wrong time, sometimes that works out ok, but when is the right time to send the wrong message? Never! Surprisingly, even some pretty flashy and hip internet marketing companies miss the point from time to time. My [...]
How do you know how much to push in sales and marketing?
Posted by Don F Perkins in B2B Sales, Content Marketing on March 23, 2012
The Great Balancing Act @1001Mentors is a fresh new Seattle startup that is making it easier for mentors to connect with mentees. I like their style! they don’t claim to know everything, but they ask great questions. They recently asked on twitter: @donfperkins: “How do you know how much to push in sales and marketing?” [...]
Sluggish Sales Results? Get Fresh Ideas For Your Customers
Posted by Don F Perkins in B2B Sales on March 20, 2012
Canned sales presos… Really? What year was this made? Recently I was invited to a hear a training session given by a major national sales training franchise – I felt like I had stepped into a time machine. It was a new face giving the preso alright, but it was the same exact info I had heard [...]
How to have confidence in sales: You have to own it.
Posted by Don F Perkins in B2B Sales on March 13, 2012
The Sticky Part of Confidence When I worked in the call center, I kept a sticky note on my computer monitor. It said “I Am Dana.” That sticky note was a critical part of how to have confidence in sales. Here’s why: Finding new business is not easy. There’s a lot of rejection; some people [...]
How to Handle Not Interested Objections in Sales
Posted by Don F Perkins in B2B Sales, Business Strategy on March 10, 2012
How to Handle “Not Interested” Objections I was prospecting for new business leads with my usual loosely organized script last week. It’s a tried and true recipe for getting into conversations and blowing away my number, but lately I had reached… somewhat of a plateau. Oh, I was still getting more than the required amount [...]
How NOT To Do Customer Experience – A Case Study In Sales Incompetence
Posted by Don F Perkins in B2B Sales, Small and Medium Business on March 6, 2012
This is a true story from the sales files of Don F Perkins. Only the names have been changed to protect the innocent. Don’t let this happen to you: The customer: a large state government agency The stakes: 25K in annual service contracts, potential upshot of 10K annually in other services The seller: a new [...]
Great Customer Experiences = Great Marketing
Posted by Don F Perkins in B2B Sales, Content Marketing on March 2, 2012
HIT No Pick Passing in a store entrance, my wife and another patron noticed each other and exchanged a friendly but unusual greeting: “Hey! Hi. HIT no pick, right?” At first I was baffled. Was this some strange foreign language? Some secret code? Then she explained: When she was in high school, she worked at [...]
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