The Dangers of Un-Advertising?
With a daughter in college, I found myself surfing something entitled “Worst College Degrees” for earning potential. If no one is managing the sales and marketing details, sometimes you end up with “Un-Advertising.” I’m sure the fine...
Using a Mutual Opt-In Sales Process
If you believe like we do, you see that the internet has put the buyer firmly in control of your sales process. To combat this, savvy companies have shifted to a Mutual Opt-In Sales Process. To many, a system based upon excessive transparency, educating instead of...
What is sales virtualization?
We call the seismic shift in sales process Sales Virtualization™. Twenty years ago, the best indicator of an organization’s sales success was a talented sales force. Today, sales has been digitized. First, marketing took over lead generation responsibilities and...
Bad Voicemails Installment 12
We got this awful cold email so we thought we would switch things up a bit. It’s hard not to immediately respond “YES!” to this beauty.
Which B2B Lead Generation Works Best?
Own the lead generation and you own the sales process! However, many companies struggle with a proven and consistent lead generation system. When they do, there’s a propensity to “throw things against the wall.” Someone suggests, “Hey, XYZ...Recent Posts
Bad Voicemails – Installment 9
Oh, your CEO wanted you to call, that is certainly a reason for me to call back, right? Listen to the latest installment of our “Bad Voicemails” series. Read more →
Sales Secret #1: DISC Profiling
First used by the U.S. Army in the 1940s, DISC personality profiling has remained a powerful and well-kept secret until recently. While tons of personality profiling systems exist, DISC is special because it allows you to quickly categorize someone AND predict their behavior. This ability to predict the person’s motivation and future behavior makes DISC... Read more →