Archive for July, 2012

Objection Handling in Sales – Where Customers Live: The Trail of Unkept Promises

Posted by Don F Perkins in B2B Sales, Sales Productivity on July 28, 2012

I wonder what customers are thinking sometimes. Why is it that a lot of the time as soon we begin talking, they immediately try to shut us down? It can’t be anything we’ve said, because we haven’t even had time to say anything yet! Yet they seem so skeptical and unyielding. Maybe it’s because of [...]

asking good questions, B2B Sales, Engagement, Objection Handling in Sales

4 Comments

Powerful Content Marketing – The Best Stories Always Include a Dragon

Posted by Don F Perkins in B2B Sales, Content Marketing on July 25, 2012

According to Royale Scuderi, Life Fullfillment Expert, there are 6 types of motivation: Incentive Fear Achievement Growth Power Social I couldn’t agree more, but let’s not forget to put these principles back in their moorings; motivation moves many of us through the context of a good story. Like many of us, clinical explanations [...]

Ann Handley, Content Marketing, Content Rules, Storytelling, Tom Clifford

2 Comments

Hey – How’s it Going? CLICK! – The Quagmire Island Customer Experience Strategy

Posted by Don F Perkins in B2B Sales, Behavioral Change on July 21, 2012

Do you like being treated just like everybody else? ”Yes?” …You weirdo. I have to say that equality is great when it comes to things like government aid and whatnot, but when it comes to sales & marketing customer experience strategy, you know what really peeves my customers off? Being treated just like [...]

B2B Sales, Customer Experience, Prospecting

No Comments

Are All Prospects Good Prospects? – Sellers Can (And Should) Get Cold Feet Too

Posted by Don F Perkins in B2B Sales on July 18, 2012

Sales reps dream of the day when a buyer calls up, saying that the current vendor has dropped the ball for the last time, and they need something now. What could go wrong? After all, the buyer came to you; how can this possibly go badly? Well, lots. Are all prospects good prospects? For example, [...]

B2B Sales, Prospecting

7 Comments

The Problem With Ants – A B2B Sales Analogy

Posted by Don F Perkins in B2B Sales, Sales Productivity on July 14, 2012

Ants are known for being industrious, organized and real team players. These are positive traits for B2B sales people too right? (well, yes and no.) My wife and I recently bought some bait to get rid of ants. You cut the little plastic end open, place the thing in the path of the [...]

Ants, B2B Sales, Productivity, time management, Wasting Time

2 Comments

The Devil You Know – Dealing with Objections in Sales (A True Story)

Posted by Don F Perkins in B2B Sales on July 10, 2012

The devil rarely takes “no” for an answer Dealing with objections in sales is no picnic. That’s because to some customers, all sales people are evil. If you just roll over and say “ok.” If you just politely thank them for their time and go away, you will be out of a job in no time! The [...]

B2B Sales, dealing with objections

3 Comments