Managing Customer Value
This week I am honored to present a 5-part series on Sales Prospecting that is a result of an hour-long interview with The Sales Hunter. This is part one of five. Mark Hunter believes the success of a company depends on the success of the sales team and the sales managers. As Mark Says, “Selling on Read More …
Paul Smith is one of the world’s leading experts on organizational storytelling. He’s a keynote speaker, storytelling coach, and author of the bestselling Lead with a Story already in its 8th printing and available in 6 languages around the world. His new book is Sell with a Story: How to Capture Attention, Build Trust, and Read More …
Paul Smith is one of the world’s leading experts on organizational storytelling. He’s a keynote speaker, storytelling coach, and author of the bestselling Lead with a Story already in its 8th printing and available in 6 languages around the world. His new book is Sell with a Story: How to Capture Attention, Build Trust, and Read More …
Marylou Tyler co-authored Predictable Revenue with Aaron Ross and has a follow-up book, Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, with a new co-author Jeremey Donovan. This book teaches you how to turn cold conversations into qualified opportunities and I might add in a very systematic way. They took the cold-calling formula Read More …
As marketing has been overrun by the idea of Inbound Marketing, it has become commonplace thinking that sales is less and less important. Many of us believe that the digital sales funnel of landing pages, lead baits and autoresponders are all that is needed. The more sophisticated marketers understand how to automate their process even further Read More …
Sales and marketing functions have been converging for years, with lead generation now frequently arising from digital promotional campaigns, and the opportunities for tried and tested sales techniques diminishing in the face of shrinking customer attention spans. In his new book, Digital Selling: How to Use Social Media and the Web to Generate Leads and Read More …