The Last Vendor Standing – A Heavyweight Sales Event

Five heavyweight vendors publically vying for the same customer is a rare, riveting event. Selling is a courtship of suitors with competitive sportsmanship that includes incidental contact and ends with only one vendor standing. Last weekend, someone researching marketing automation solutions for their marketing department served up round one. … [Read more...]

Are We McSelling & McMarketing?

Is the quality of sales and marketing suffering at the expense of quantity? Balancing automation and metrics with customer centricity is the challenge of the decade. The quality of business relationships have become limited by volume-induced time constraint. Henry Ford’s assembly line that delivered affordable quality automobiles in high quantities was brilliant! McDonald’s assembly line … [Read more...]

Buyers Want Sales Reps Kept Behind The Keyboard

Buyers would love to keep us sales professionals out of sight, tucked away behind our keyboards. Buyers have pushed sales out of the first 70% of the buying cycle because we allowed them to. We are viewed as the enemy, the opposing team. Even when the buyer wants or needs our products and services, they try to figure out how to buy without us. If we continue to acquiesce, we will never hit revenue … [Read more...]

The Next Prong in Sales 2.0 is “E2E”

Our 3rd grade teacher Mrs. Joyce led us into the auditorium for televised French lessons on Thursday mornings. The PBS instructor would begin, “Écouter – écouter -- la plume -- la plume. Répondre – répondre,” which translates to, “Listen, listen; the pen, the pen. Respond, respond.” Listening and responding are the essence of conversation. Quietly sandwiched between the two is understanding, … [Read more...]