David Meerman-Scott, Sales VPs and Antarctica [Video]
Last week, my colleague Carrie Kuempel and I took a very short trip (it’s a 7 minute walk) over to David Meerman Scott’s office to interview him about his new book – The New Rules of Sales and Service. In my view this is a seminal work, much like his book – The New Rules of Marketing and PR.
That changed how many people thought about marketing and I think this work will do the same for sales.
What are the winners of sales opportunities actually doing differently?
When I first met John Doerr and Mike Schultz, of the Rain Group, it was via introduction by their European colleague Ago Cluytens. Ago and I had connected earlier and he gave me great input on Postwire. When I entered the RAIN Group offices, things were slightly amiss as they
Are You A Trust Destroyer?
The foundation of a successful sales cycle is to establish a trusted relationship. Unexpected surprises can shake a budding relationship. Every salesperson should learn how to avoid unexpected surprises. Any product or service has shortcomings. In the scheme of the overall offering, those shortcomings will normally not affect their desire
An Unconventional Idea for Accelerating Sales Cycles
A simple suggestion for sales reps – Answer your prospect’s question before he or she thinks to ask the question. This approach results in three benefits: Builds Trust Accelerates Sales Cycles Increases Close Rates This approach is counter to conventional thinking, so let’s explore how business buyers’ behavior is
CEOs – Give your sales team the support it deserves
I was in a local restaurant recently when a rep from Verizon stopped in to call on the owner. He was polite, but it was lunchtime, and he quickly realized that the timing was not right. The next day, I was having a meeting with a prospect in our