Strategy

Yes We Do Need a Social Media Sales Strategy

Internet Enabled Business

Image via CrunchBase We definitely need a strategy for social media based selling. Like it or loathe it, the new paradigm is here to stay. We’ll either take advantage of its opportunities, or suffer its threats. But exploiting social media for selling isn’t simple. We’ve spent the last two years trying to understand where, and [...]

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Does a Social Media Selling Strategy Make Sense

Internet Enabled Business

Image via CrunchBase Can our businesses benefit from social media based sales? Can we afford the time spent on uncertain returns? Would we better off with the tried and trusted business models of the past? There’s lots of hype about the new paradigm, but very few measurable results to learn from. The problem is we [...]

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My Stupid Boss and His Idiot Manager

Sales Coach

My sales manager is definitely stupid and his boss must be an idiot for employing him. How many times have you heard a salesman complain like this about his/her management? How many times have you thought, or said this yourself. More than once, I’ll wager. Sales guys can seem born complainers. Nothing is ever right. [...]

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Do You Have An Inbound Marketing Sales Strategy

Internet Enabled Business

Image by Intersection Consulting via Flickr Do you have an Inbound Marketing Sales Strategy.   How did you develop it and how well does it work? How do you know?   Surely marketing is marketing and sales is sales.  The two are different beasts – aren’t they? The question arises because an organisation I’m associated [...]

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Solving My Problem With Sales Plans

Front Office Box

Do you have a sales plan for every deal? I do, but more of that later. OK I know some deals you can take to the bank, and others are just punts. There’s no need to plan the certainties and no point in planning the ones you don’t expect to get. Or that’s the way [...]

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Selling B2B in the People Dimension

Sales Coach

Selling B2B is never simple – there are too many influences on the decision. But the sales guy who focuses on selling to the people rather than the business in B2B can maximise the opportunity of winning, and minimise the threat of being out played by the competition. Businesses may buy what we offer, but [...]

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Why Business Plans Never Work

Uncategorized

My Business Plan never works, so why are we always being asked for meaningless spreadsheets? There is a type of business plan which makes sense, but it doesn’t have a lot to do with revenue, costs and cash. The way these pretend business people, in banking, government, support services etc. all ask for a copy [...]

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Selling What the Customer is Buying

Sales Coach

Selling what the customer is buying is the simple approach. Getting the customer to buy what the sales guy is selling is much harder. Why on earth do those motivational sales books suggest that type of pitching is the ultimate skill? It’s arrant nonsense as should be evident to anybody who ever bought something. Just [...]

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The Difference Between a Sales Funnel and a Sales Pipeline

Sales Manager

To most people Sales Funnel and Sales Pipeline are two sides of the same coin. Both refer to a strategy for turning prospects into customers. Check our Sales Management coaching tutorials for much more information and ideas. Personally I like to think there’s a difference between a Funnel sales strategy and a Pipeline sales strategy. [...]

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