Archive for May, 2012
Who Moved My Customer? Use B2B Content Marketing to Move Them Back
Posted by Don F Perkins in B2B Sales, Content Marketing on May 26, 2012
Customers have moved on from buying the way they did 10 years ago. How do you adjust your sales and marketing efforts to match the changes in buying behavior? Enter B2B content marketing. This is the 4th in my series of blog posts inspired by Ann Handley and C. C. Chapman’s book: Content Rules. Lots of [...]
The Hardest Part of Sales
Posted by Don F Perkins in B2B Sales on May 22, 2012
So many sales people have told me that locating qualified leads is the hardest part of sales. Price negotiation is often very hard too and closing can be a daunting task for even the most seasoned professional sales executive.. but do you know what I think the hardest part of sales is?: delivery and execution. [...]
Content Marketing Strategy: No More Solutioning Please! Inspire Us Instead
Posted by Don F Perkins in B2B Sales, Content Marketing on May 19, 2012
Solutioning: Some yabo calls or emails you and after a brief hello, starts in with: “We’re the nation’s leading provider of world class, scalable whatzits and we would love to tell you more about our solutions.” Stop it. Nobody cares about your products and services. Really. We don’t. In fact, as soon as the solutioning starts, [...]
Effective sales training? Make mine sticky please
Posted by Don F Perkins in B2B Sales on May 14, 2012
What makes really good sales training anyway? I spent last weekend in Chicago with 26 of the best minds in sales training and consulting. One of the things we talked about was how to design and deploy more effective sales training. Everyone wishes sales training programs could be way more “sticky.” In other words, increase the [...]
50 Ways To Lose Your Client – Sales Humor from Babette Ten Haken
Posted by Don F Perkins in B2B Sales, Sales Productivity on May 10, 2012
It’s been a hell of a day here in the Digital Media Consulting world. If your day was half as crazy as mine, take a minute to laugh and learn from my friend Babette’s guest post on sales snafu’s we all make from time to time. (inspired by the lyrics to “50 Ways To Leave [...]
Dont say free
Posted by Don F Perkins in B2B Sales on May 5, 2012
As I finish up the second week at my awesome new sales and marketing job, a few vital principles have really hit home with me. Whether you’re new to the business of sales and marketing, or an old salty veteran, you might find that remembering these four ideas can have a real positive impact on [...]
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