From What I've Gathered
Should We Chase This Deal or Not?
Should I chase this deal or not? Whether you’re a sales VP, sales manager, sales rep or even inside sales person, this question comes up (or at least should come up) regularly. But unfortunately, there’s no “silver bullet” way to answer it. Perhaps if we had all the time in the world, then we could…
A Few Simple Steps to Start Lead Nurturing
This week, I’ve asked Missy Heilman, a longtime colleague and friend to offer up some thoughts on Lead Nurturing. Missy is an expert (and I don’t use the term lightly) in the areas of Lead Management, Lead Nurturing, Strategic Sales & Marketing Process Integration and Lead Management Analytics. She has a deep understanding of Marketing…
Key Elements to a Strategic Plan
According to research conducted by office supply chain Staples, 63% of small business owners don’t have a 5-year plan. This is just one of the many data points that point to a problem with business owners and managers today: Lack of Strategic Planning. As I have interacted with executives at large and small companies, it…
The Five Question Sales Call
Years ago as part of a client engagement, I accompanied one of my client’s sales reps in an effort to learn more about their sales process and their company’s clientele. During one particular call, we met the prospect in the lobby, exchanged pleasantries and followed him to his office. Once we arrived, he looked at…
Effective Event and Tradeshow Practices
Last month, I began working with a client, coaching them on developing their demand generation strategy and process. About a month into our engagement, they asked me if I had any thoughts on how they should approach their upcoming industry tradeshows. I outlined some ideas, and thought, “That would make a great blog post.” What…
Workshops
In this post, it may seem that I’m going against much of the advice I give my clients. I often encourage them to “Make sure your content is not self serving”; “Don’t be salesy, be helpful”; “Remember, it’s not about you, it’s about your buyer”. I give this advice because I know it works, and…