I recently attended a webinar produced and delivered by The Predictive Index. I tend to be skeptical about solution provider produced webinars, as too many are unfortunately still sales presentations masked as educational content. The Predictive Index delivered on it's educational promise and my 40 minute investment was well worth it. Broadly the topic was … Continue reading The 4 Forces of Disengagement
Your sales teams need to deliver insights and value, not sales pitches.
Recruiting into an organization without a clear picture of the workplace environment stacks the odds of a successful, high-value hire against you. In fact, according to a recent study by Jobvite (and supported with other research as well) - almost 30% of new recruits have left a job within the first 90 days of starting. … Continue reading Successful recruiting starts on the inside
Your go to market strategy is developed to support the achievement of revenue goals and objectives. Those targets (the destination) may be handed down or built up - but either way, the plan will involve a variety of alternatives to get there. A thoughtful go to market strategy provides a road-map for finding, winning and … Continue reading Resolving sales and marketing team conflict
The "fear of missing out" (FOMO) as a social anxiety is characterized by "a desire to stay continually connected with what others are doing". In the context of your prospect's business planning, FOMO can be applied as a powerful status quo buster. Changing the "current state of things" is not easy work. By sharing peer-related insight and … Continue reading FOMO and the Status Quo
When your prospect or client really, truly believes that you have their best interest at heart you'll have established trust, the fulcrum of sustainable business relationships. How do you know when you’ve developed a trusting relationship with a buyer? • The buyer asks your advice on professional and/or personal issues. • Your “push-back” on decision-making … Continue reading Trust, the fulcrum of selling success
“On average, customers progress nearly 60% of the way through the purchase decision- making process before engaging directly with a company.” Executive Board Marketing Leadership Council Research 2013 This data point has been referred to often since it was published. It's interesting and makes sense, right? Online research, peer communities and reviews, colleagues, company websites … Continue reading Sales skills evolve along with the new buyers journey
Marketers are finding it increasingly difficult to stand out and differentiate from the crowds.
Searching for blame instead of cause (bad leads, sales reps are ineffective, CRM is too complex). Failing to identify the cause of a weak sales pipeline before prescribing a fix (let's hire another rep, or develop another piece of marketing content). Lack of congruence between marketing and sales (will lead to #1). Sales presentations and … Continue reading 8 reasons revenue teams miss targets (a 60 second read)
Here they are, chosen from hundreds of books that I have read over the years. The Effective Executive - written by Peter Drucker. Widely recognized as one of the greatest management thinkers of all time, he was celebrated in 2005 by BusinessWeek magazine as “the man who invented management". Dr. Drucker believed that every knowledge worker … Continue reading 2 non-sales books every salesperson should read
At any given time only a tiny percentage of your prospect universe is open to hearing your sales story (where the prospect has identified a need and is willing to listen to "why you"). So leading with a traditional sales approach will yield sub-par results in the great majority of interactions. I have received thousands … Continue reading Marketing as an insight generation machine