We have a new guest blogger in the ranks and while our worlds are different, her words ring true throughout the sales world.
One of the aims in sales, lately, is to help buyers buy. Unfortunately, we in sales continue to focus on selling a solution. And when we say we want to ‘help buyers buy’ that means we want to make it easier for them to make a purchasing decision and choose our solution.
But sales treats a need as if it were an isolated event. We haven’t been trained to realize that ‘needs’ arise in our buyer’s environments as part of a tangle of other issues that are going on. So a team building program is necessitated by a merger, by team members from disparate cultures joining together, by folks being laid off, by people being resentful they have been given new jobs, etc. Until buyers either resolve or garner buy-in from, the internal issues that necessitated the ‘need’ and hold it in place daily, they cannot bring in a solution without disrupting the other elements. And the time it takes them to do that is the length of the sales cycle.
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#sales #toronto
The Ultimate Appointment Making Workshop rides again. If you follow the blog you know I rarely promote other people’s events. Even the Sales Bloggers Union rarely gets a plug on my site, since most of what they focus on is not for the Sales Evangelist. That said, here is one serious exception.
Tibor, from Renbor Sales is one of my mates in the Union. He is brilliant, as are the rest of my colleagues, and here is an event anyone in the Toronto area who wants to improve their selling prowess should attend.
If you need to find new Prospects to make your sales you NEED to be at
The Ultimate Appointment
Making Workshop
“Very informative, can’t wait to Cold Call”
Thursday May 14, 2009
Facilitated by Tibor Shanto of Renbor Sales Solutions Inc.
8:00 am to 9:00 am:
Networking, Continental Breakfast and Registration
9:00 am to 3:30pm:
Monte Carlo Inn – Oakville Suites
374 South Service
Oakville, Ontario L6J 2X6
CLICK HERE TO REGISTER
“With Genius Marketing we are able to easily and instantly connect with our most valuable customers and offer them important services during the economic downturn. It’s paying off for both BT and our customers.” – Russell Cartwright | Manager of BT Business Sales Enablement
You know how much I love starting a message with a customer quote. This one is no different as Genius provided me with this gem and I am happy to share. If you are a long time reader you know I love the Genius suite of products and have talked about them fondly. If you are new, please read more about how they empower sales messaging via email. Click on that sentence back there to read.
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Let’s start this post with a flat out appreciation of the gents at newScale for sitting down and sharing some great information with me. David Satterwhite, their VP of Sales and Mark Hamilton,their VP of Marketing are an amazing duo. I have to say that in my 15 years watching sales and marketing executives interact, I have never seen a pair that worked so well together. Frankly, at newScale you may be challenged to figure out where Marketing stops and Sales begins. At newScale it may be that they are one continuous cycle.
So first, a bit about them from their site (I will paraphrase for the sake of keeping our SEO up) (more…)
#sales20
Speaker Jeanne Glass, Senior Director, Sales Operations, Education & Training, Fair Isaac
Benchmarking being discussed….yes! Miller Heiman did a sales benchmarking analysis for them.
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