Managing Customer Value
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 …
There has been much discussion on our shifting perspective in sales and marketing most noticeably from outbound to inbound. It has required a different perspective. In the advent of the platform-creation. it has created another style of engagement. It requires us stop thinking of maybe that one to one marketing and more to what the group Read More …
In last Friday’s blog post, Is Your Sales Team Prepared to Sell to a Team, I discussed a few of the barriers that I believe exists for Salespeople and their lack of training in selling to groups of decision makers. I have investigated several ways of approaching sales people and have tried a few myself Read More …
The new way of thinking about innovation is not limited to a great product/service idea says Blake Masters, co-author of Zero to One: Notes on Startups, or How to Build the Future. Related Podcast and Transcription: A Path For Future Innovation An excerpt from the podcast: Joe: One of the things I really liked about Read More …
Leigh Ashton is the author of iSell and head of The Sales Consultancy. She specializes in helping people incorporate psychology alongside technical selling skills – leading to positive changes to their attitude, their approach and their sales results. Leigh works with business owners, directors, managers and sales teams to identify and eliminate their psychological barriers, Read More …
I have been a Dan Pink fan for many years. His latest book, To Sell Is Human: The Surprising Truth About Moving Others, did not overwhelm me with new knowledge. I felt that the book was the sales version of his previous book, Drive: The Surprising Truth About What Motivates Us. There is not anything Read More …