Archive for category B2B Sales
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 [...]
Content Marketing – How to Talk to Customers: Sound Like a Human
Posted by Don F Perkins in B2B Sales, Internet Marketing on April 27, 2012
This sounds like pretty basic advice right? But it’s harder than it might seem. In content marketing, sounding human is one of the things that seems to elude many a well-meaning marketer. Interestingly, the importance of sounding human makes all the difference in sales as well. The parallels are solid. How to build great content [...]
How to Get More Sales: The Buyer’s Guide to Prospecting
Posted by Don F Perkins in B2B Sales, Behavioral Change, Sales Productivity, Unlearning on April 21, 2012
Finding new customers to fill that pipeline can be a tough gig. Can I get a witness? I’ve got two great stories this week to help with that. First: During our prospecting blitz this week, I overheard one of my colleagues being coached nearby. The sales training manager Ryan said: “You’re trying to say something magical, when what you need to [...]
How to make asking for the sale less difficult
Posted by Don F Perkins in B2B Sales, Behavioral Change, Sales Productivity on April 13, 2012
For people just starting out in sales, and even some seasoned sales veterans, asking for the sale can be the most difficult part of the sales process. Why? It’s simple: many of us fear rejection during the buying cycle, but we shouldn’t. Here’s why: The truth is that when asking for the sale, we [...]
Video Blog: Get Out Of Your Own Way With A Great Coach
Posted by Don F Perkins in B2B Sales, Sales Productivity, Videos on April 4, 2012
Get Out Of Your Own Way With A Great Coach I recently received an email from Chris Brogan talking about having coffee and discussing coaching with Anthony Iannarino. I know both Chris and Anthony, but was not aware that they had ever met. What a great opportunity to learn from the best. When learning the [...]
What Can Sales and Marketing Really Learn From Customer Complaints?
Posted by Don F Perkins in B2B Sales on March 31, 2012
A lot. I love talking with my customers because they almost always have a lot to tell me about their experiences with sales and marketing. This is powerful feedback for our growth. It could mean the difference between thriving and struggling in 2012. Are we listening? If we want to increase our revenues this [...]
Six Degrees of Alienation: When Marketing Automation Goes Wrong
Posted by Don F Perkins in B2B Sales on March 27, 2012
AKA: sending the wrong message at the right time If you send the right marketing message at the wrong time, sometimes that works out ok, but when is the right time to send the wrong message? Never! Surprisingly, even some pretty flashy and hip internet marketing companies miss the point from time to time. My [...]
How do you know how much to push in sales and marketing?
Posted by Don F Perkins in B2B Sales, Internet Marketing on March 23, 2012
The Great Balancing Act @1001Mentors is a fresh new Seattle startup that is making it easier for mentors to connect with mentees. I like their style! they don’t claim to know everything, but they ask great questions. They recently asked on twitter: @donfperkins: “How do you know how much to push in sales and marketing?” [...]
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