Posts Tagged customer engagement
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 [...]
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 [...]
6 Essentially Meaningless Phrases Guaranteed to Bore Your Customers to Death.
Posted by Don F Perkins in B2B Sales, Behavioral Change, Content Marketing, Small and Medium Business, Unlearning on February 9, 2012
We’ve all been there. You’re in a meeting. Someone is talking, but you checked out 20 minutes ago. There’s no substance, or if there is, it’s well hidden behind a torrent of mind-numbing sales speak. You wake from your daydream just in time for the big smile and the firm handshake. There goes another hour [...]
The Secret Life of Customers: How Not to Suck at Engagement
Posted by Don F Perkins in B2B Sales, Behavioral Change on January 27, 2012
This is a true story about how not to do customer experience: The sales team was comprised of two guys from a big enterprise network box manufacturer. I don’t want to name names, but let’s just say their company started with “C” and ended with “isco.” I was the network admin and they wanted to [...]
Lead Qualification? Sales Needs To Forget BANT: Try Looking For ACNE Instead
Posted by Don F Perkins in B2B Sales, Sales Productivity, Unlearning on January 23, 2012
A long time ago IBM trained it’s sales team to use the acronym BANT to remember the four things they should look for in a qualified lead. (BANT = Budget + Authority + Need + Timing) A lot of old sales people still swear by it today, but it might be time to revamp this old [...]
On Value Creation in Sales – Are You Good? …Who Says?
Posted by Don F Perkins in B2B Sales, Behavioral Change, Unlearning, Videos on September 23, 2011
After the video, you might also like to read Terri Dunevant’s blog post on professional development. Also – Check out my post on Continuous Improvement and The Science of Sales Productivity. share: Blog this! Bookmark on Delicious Digg this post Recommend on Facebook Share on fark Share on FriendFeed Share on Linkedin Share on Posterous [...]
Knowing The Why Behind The What In Sales
Posted by Don F Perkins in B2B Sales, Sales Productivity, Small and Medium Business, Videos on September 21, 2011
After you watch the video, Check out Trish and Matt Bertuzzi on inside sales, customer engagement and more at Bridge Group Inc. You might also enjoy this related blog post by WCW Partners: “How to Motivate People” Or this video by Daniel Pink: “The Surprising Science of Motivation” share: Blog this! Bookmark on Delicious Digg [...]
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