Archive for category Behavioral Change
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 [...]
Low Impact Marketing: LAST CHANCE!! .. Really?
Posted by Don F Perkins in Behavioral Change, Content Marketing on April 28, 2013
AKA: How to Get Your Email Quickly DELETED! THIS IS YOUR LAST CHANCE!! Really? I’ve been talking to my customers again. They all agreed with me: threat marketing does not work on us. It does not appeal to us as consumers. It only serves one purpose: It annoys the crap out of us! When [...]
Cracking the Social Media Egg with @PixelMEDIA’s Thomas Obrey
Posted by Don F Perkins in Behavioral Change, Social Media, Videos on April 13, 2013
Video: Cracking the Social Media Egg with PixelMEDIA’s Thomas Obrey Here’s a transcript of the conversation: Cracking the Social Media Egg: Don: How’s it going today TJ? TJ: It’s going great. You guys are in my office, so it must be good. Don: Yeah, it’s a neat place. Lot’s of toys in here. So TJ, [...]
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 [...]
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 [...]
Sales greatest opportunity: overcome the tarnished reputation of your predecessors
Posted by Don F Perkins in B2B Sales, Behavioral Change, Small and Medium Business on June 23, 2012
I haven’t been “in sales” for long. Believe it or not, my employers and prospects consider this a strength rather than a weakness. What can I say: The numbers don’t lie. My background in technical consulting has trained me well to succeed in sales. Why? Because I have been trained to look for patterns and [...]
Social Media Automation: Please Thank Your Robot for Thanking Me for Following You
Posted by Don F Perkins in Behavioral Change, Social Media on June 20, 2012
I’m all about social media automation to save time, but lately there’s a trend unfolding in social media that could change my thinking on that. Here’s what’s happening: Someone follows me on twitter. I follow them back. Then I get an automated reply saying something like “Hey! Thanks for following me on Twitter. Let’s [...]
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 [...]
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 [...]
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