Is your sales team good at listening? Really good at listening? The fact is that most B2B sales teams are quite poor at listening and ironically, that is arguably the most important skill in selling to the enterprise. Let’s examine the elements of listening and a framework for effective selling. The first step in listening…
DetailsMy career has always consisted of presenting to large groups of people, senior execs and even a select few presentations to F500 board members. I’m a career sales professional and sales executive. Sales presentations are important but it’s not just about getting them to buy your product or solution, rather it starts with getting them…
DetailsvA lot of marketing theory on content. But what do the sales people do? I liked this email I just got fromAmerican Express via Marketingprofs. Insight over information A great deal of the salesperson’s role at one time was to deliver information. Most salespeople today face the possibility that a prospect may actually know as…
DetailsIn the Kevin Costner movie Field of Dreams, there is a classic line: “If you build it, they will come.” The refrain is whispered repeatedly to Kevin Costner’s character ‘Ray’ to build a baseball field in his cornfield and the ghosts of great baseball players from the past will come to the field and play.…
DetailsIt goes without saying that last 24-36 months have been challenging. According to analysts, while the economy has shown some improvement, the top B2B sales and marketing pressures today remain the difficult economic environment, fewer dollars, reduced headcount, an inability to move leads forward to a sales cycle, a noisy competitive landscape and too few…
DetailsThis is a guest blog post by our partners @ Crowded Ocean (http://www.crowdedocean.com/). It’s a marketing truism that you can’t manage what you can’t measure. But, faced with all the challenges of starting a company from scratch, the question is: what do you measure and when do you start measuring it? Startups often think that…
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