Posts Tagged B2B Sales
Time Management. Good News: There’s Only a Few Things You Do Really Well
Posted by Don F Perkins in B2B Sales, Behavioral Change on May 18, 2013
Hey. I don’t like it any more than you do. Sometimes, I wish I could just excel at everything. Well, if wishes were horses, dreamers would ride. Time management is your friend. What’s My Job Anyway? I talk to business people all day long about content marketing (Eeks! almost typoed “contempt marketing” ) and [...]
Prospecting? Match Relevance with Enthusiasm
Posted by Don F Perkins in B2B Sales on May 4, 2013
It appears to be the consensus of contemporary selling that one cannot generate interest on pitching product features alone. As my VP might say, “when a house is full of mice any mousetrap will do.” How, then, are we to strike a balance between selling a product or service, with a set of features, while [...]
Sales Words to Live By- 50 Pieces of Wisdom
Posted by Don F Perkins in B2B Sales on February 9, 2013
What comes to mind when someone asks you for your most important sales advice? I’m not talking about lengthy diatribes or wordy plans and strategies. No. If I were to say to you: “Don’t overthink it. Give me your most powerful sales wisdom one-liner. You have 5 seconds….” What would you say? There’s something significant about [...]
Sales Objections – Is That All You Got?
Posted by Don F Perkins in B2B Sales, Behavioral Change, Sales Productivity, Unlearning on January 19, 2013
Sales objections are a huge issue. In fact, so many of my prospects immediately object to requests for a meeting that I’ve decided to analyze why and what to do about it. Learned Behavior And False Reads When we first meet with our customers, they are on guard by default. It’s learned behavior: they’ve been [...]
Content Marketing Blog – Love is Free, but Sex? That’s Going to Cost You
Posted by Don F Perkins in Content Marketing on January 12, 2013
Before you go prude on me, remember that this is a sales and content marketing blog. Would I really blog about humans having sex? I make no apology for the tagline. It got you here didn’t it, you prevert. Stay with me here, because this is a pretty good analogy about value creation for our [...]
Dealing With Rejection In Sales? Program For Success
Posted by Don F Perkins in B2B Sales, Sales Productivity on January 5, 2013
I recently asked the question on Quora.com: “What’s the hardest thing about sales and why?” Turns out rejection in sales is a universal source of anguish. What follows is the best answer I received, and some thoughts on why. John Perrin wrote: The hardest thing about sales is being instantly hated when you mention your [...]
Sales: Are You Talking Program? 5 Helpful Ideas For Recovery
Posted by Don F Perkins in B2B Sales on December 22, 2012
One of my favorite TV shows is Law and Order: Criminal Intent. In one of the last episodes we watched, Detective Goren and his partner Eames are discussing a conversation she had earlier that day with Goren’s drug-addict brother Frank – Eames: “For what it’s worth, I don’t think Frank’s using. He looked healthy. And [...]
Customer Experience: “This?” Dude. There is no “This”
Posted by Don F Perkins in B2B Sales, Business Strategy on November 7, 2012
What is “This?” The “this” I’m talking about is great value, great relationship. “This” is the place everyone wants to be. Customer experience can make the difference between a thriving enterprise and a dying used-to-be. You only get one chance to make a lousy impression. When you screw up a customer relationship, you are just [...]
Account Management In Sales – The Footprints Of The Seller
Posted by Don F Perkins in B2B Sales, Business Strategy, Small and Medium Business on October 20, 2012
There’s an old gardening maxim that says: the best fertilizer is the footprints of the gardener. In other words, stop looking for quick fixes! Get out there and pay attention to your plants. Observe how they are growing. Give your plants what they want, when they want it and you will have a beautiful, bountiful [...]
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