Archive for August, 2012

Content Marketing and The Sandpile in Our Heads

Posted by Don F Perkins in B2B Sales, Content Marketing on August 29, 2012

What makes some content marketing virally successful while other, very similar efforts go virtually unnoticed? In his very timely digital marketing newsletter, Christopher S Penn recently pointed out the correlation between some research done on unpredictability and the seemingly random success of viral content marketing. The experiment involved dropping 28 million single grains of sand on a [...]

B2B Sales, Content Marketing, Human Factors

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Sales and Marketing – You’re Bunching Up! 5 Powerful Lessons For This Week

Posted by Don F Perkins in B2B Sales, Small and Medium Business on August 25, 2012

My son’s soccer coach used to yell “You’re Bunching Up!” throughout most games. Instinctively, the kids would all move in the same direction, chasing the ball, not thinking about where it is in relation to the goal. Next thing you know, they were all in bunched up the same spot, and they were basically paralyzed. [...]

sales and marketing

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Sales and Marketing – The Hard Work Of Asking

Posted by Don F Perkins in B2B Sales on August 22, 2012

Dude – Shake This Car For Me… After meeting with a customer today about content marketing for his business, he said “before you leave, can you help me with something?” I followed him out to the garage where he does his work. He wanted me to shake a customer’s car while he climbed underneath to [...]

asking questions, sales and marketing

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Twelve Things Missing From Sales

Posted by Don F Perkins in B2B Sales on August 19, 2012

One of the things I love most about my job is talking with marketers and business owners about their businesses. In the past couple weeks, I’ve had hundreds of these conversations and you know what? Customers are sick and tired of lackadaisical sales efforts. Here are twelve things missing from the majority of sales [...]

Agility, B2B Sales, Convenience, Execution, Flexibility, humility, Initiative, Inspiration, integrity

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Objection Handling in Sales – No Where To Run To Baby, No Where To Hide

Posted by Don F Perkins in B2B Sales on August 12, 2012

If you’re anything like me, you can’t stand rejection. I mean, wouldn’t you rather be sought after, appreciated or at least tolerated by most people? Objection handling in sales is one of the hardest things for new sales reps to deal with. Here’s how it happens: You call a new prospect and in minutes, they shut [...]

bouncing back, Objection Handling in Sales, punching bags

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Your Potential Client is THE Expert … But You Had Better Be One Too!

Posted by Don F Perkins in B2B Sales on August 8, 2012

You do know that your potential client is the expert in his field, don’t you? If not, you better get with the program, and quick. Before you even think about picking up the phone, you need to do your homework. Given the easily accessible information these days (I sound old, I know) there is no [...]

B2B Sales

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Success or Failure in B2B Sales Starts The Moment You Say “Hi.”

Posted by Don F Perkins in B2B Sales, Leadership on August 1, 2012

Success or failure in B2B Sales starts the moment you say “Hi.” Your tone of voice, your cadence, the connection between you and your prospect all starts with your initial greeting. It could go really well, or it can go terribly terribly wrong. Within those first few seconds, a prospect is already forming an opinion [...]

B2B Sales

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