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What Has CRM Ever Done for Us?
Actually the Romans come out rather well when Reg asks the questions of a bunch of masked activists in Matthias’s house in ‘The Life of Brian’. The aqueduct was just the beginning. Would CRM fare so...
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The Sales Process; SPIN or SPIV
Last year I posted and tweeted a fair amount on the subject of sales process. Many, it seemed to me, were all too focused on the success of the seller with scant regard to the buyer. I argued that...
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The New Sales ABC Always be Serving
I have always had a problematic relationship with sales. This is quite an admission given that I have worked closely with professional sellers for most of my working life. Indeed, much of what I do...
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Essential Tools for the Social Leader
This continues to crop up in conversation with my colleagues and customers. What are the essential tools for leading in a networked and social era. Here are my top 5. Evernote. Strictly speaking, not...
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Social: The Fifth Age of Selling
Professor Derek A. Newton of the Darden School at the University of Virginia is credited with suggesting that there are four ages of selling. The ages start with music man and move through animated...
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The future of Sales is to Stop Selling
Buy One, Not Two, Half Price I am currently working with a business that goes to great lengths to help their customers buy less of their product. That’s right, their sales reps will spend time getting...
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Social Selling: Is it Really New?
Social Selling in the 60′s I find myself speaking a lot on the subject of Social Selling but whilst the technology, the media and platforms are new, much of what we mean by Social Selling is not new at...
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Death of a (Maverick) Salesman
‘The only thing you got in this world is what you can sell and the funny thing is you are a salesman and you don’t know that’, Arthur Miller, Death of a Salesman, 1949 Sellers Beware In Daniel Pink’s...
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Selling Trust: Social Selling in the Insurance Industry
Selling Trust When I was asked to speak on social selling to a group that comprised senior executives from the insurance industry recently, the immediate and obvious subject was trust. After all, It...
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Social Selling: Why 2014 is the Right Time
Social Success According to a 2012 study from the Aberdeen Group, those that have adopted a social approach to selling are achieving far betters results than those that have not. Look at quota...
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The future of CRM is here. What it is might surprise you.
The future of selling I often post on the impetus for social selling; why sellers need to adapt to the changing world of the social buyer. I am not alone of course. It is the subject of any number of...
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Is Cold Calling Dead? More Importantly Who Gets to Kill it?
Is Cold Calling Dead? Cold calling is dead, at least as we know it, according to Forbes contributor Ken Krogue. Wait a minute, perhaps not. Matt Heinz, President of Heinz Marketing, blogger and...
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