Buying Is About Losing The Status Quo but how to move them along the buyer journey? There are three situations in any sale: Situation A: The customer buys from your competitor Situation B: The customer buys from you Situation C: The customer does nothing, so basically stays with their current
I hear you say: “Inbound sales should be about relationships. It should be about educating prospects and leads and getting into conversations.” The problem is, it’s often about tricks. “Give me your email address and I promise 29,992% growth in six months!” You give your e-mail address. You get a
We do this every year: try to predict what will happen in an industry/space next year. 2019 is specifically a big one because 2020 ushers in a new decade, so if we want to get crazy, we can talk about what’s going to happen in a full decade, even though
As 2019 wrapped up, we had a couple of different client conversations that were, admittedly, all over the map. Some clients were excited for another year of outsourced sales and lead generation work, and some were reluctant. This does happen every year and people’s attitudes change based on the needs
As you start scaling up a business, and are looking for repeated sales — or retainers, big deals, whatever play you are after — one of the main questions is always: Do you start hiring salespeople full-time, in-house … or do you outsource at first and then maybe bring some
I was putting together an unstructured list of different ways how to most-likely gain new B2B customers in 2020. They vary a lot when it comes to effectiveness and efficiency. When I say B2B, I’m referring to high-ticket, multi-touch, consultative selling tactics with long sales cycles. There’s no one-fits-all channel.
We do lead generation in the complex, high-ticket B2B tech space. A year back I had an argument with a (former) client. The Sales Manager called me after his first meeting we arranged for him and complained that this meeting was a total waste of his precious time. So, what
We’re not always entirely that excited by thought leadership — in general if someone is posting 10 times a day about sales, and each of those posts takes about six minutes or so to compose (often it takes longer than that), that also means there’s an hour per day that
The thing is: we honestly do not know for sure. Go back to 2000. Google was only four years old. Salesforce had only been founded the year before (February 1999). Hubspot was five years away and the iPhone was about seven years away. The first open-source CRM wouldn’t be developed
We’ve covered this topic a bit before, but wanted to refresh the idea. Actually, one of our colleagues just got a call about a sales job in the United States. They were offering $36,000 base to start for 90 days training, with an increase to $45,000 after the 90 days
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