Obsessing Over Sales Forecasts Does Nothing for your Buyers

Recently I’ve been asked several times about my thoughts on sales forecasting.

Many companies spend a huge amount of resource micro-managing each salesperson’s pipeline so they can come up with forecasts of how many deals might close in a given month or quarter.

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Are You Selling When Buyers Are Ready?

Posted by David Meerman Scott 03:24 PM on August 25, 2015

Today, buyers are in charge.

Google is our first stop during any shopping excursion. We check out a company’s site and blog and YouTube channel before considering doing business with them. We fire up LinkedIn an hour before an initial business meeting. We check out the CEO’s Twitter feed to see what she is up to.

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Big Birge Plumbing Co. Grows Business in a Competitive Market

Don't let your money go down the drain! Call Big Birge Plumbing Company. For all your plumbing needs!

Last week I delivered a talk at the Entrepreneurs Organization in Omaha, Nebraska. I always love working EO events, because members are so enthusiastic about learning new ideas. Since they run their own businesses, they are eager to identify ways to grow.

While at the event, I met Lallenia Birge, who with her husband Brad Birge started Big Birge Plumbing Co. in August 2012. Lallenia uses a wonderful title: “A Plumbers Wife to Big Birge Plumbing Co.”

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New Rules of Sales on MSNBC Your Business

Here’s the video of my appearance on MSNBC Your Business with JJ Ramberg. 

MSNBC Your Business is the only television show dedicated to issues affecting small business owners. Now in its seventh season and sponsored by American Express OPEN forum, the program has profiled hundreds of small business owners and offered advice from countless business experts and investors.

I always love to appear on this show!

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Learning from the Best SlideShares of 2014

I’m a fan of the SlideShare social network for sharing presentations. 

Because SlideShare combines both images and text in a unique way, it is an ideal platform to encourage sharing. It is simple to embed the content into other social networks too, particularly LinkedIn (SlideShare’s parent company).


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Optimizing the Past: Content Lessons from the HubSpot Blog Team

Content drives action.

Content is the best way to reach buyers.

Content is King. (And President and Pope and Queen as well).

So how do you create great content? How do you understand your buyers, create compelling content that educates, informs, and entertains them, and then how does that content drive action and grow business? And what are the implications for ROI?

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The Secret Weapon of Business Growth

Throughout the year that I had been researching and writing The New Rules of Sales and Service, I had the pleasure of interviewing hundreds of people who are involved in serving customers.

I was stunned by the number of them who revealed to me that they had turned their customer service function into a “secret weapon” of revenue growth!

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What has changed in the world of selling [video]

Posted by David Meerman Scott 12:47 PM on October 31, 2014

The rules of selling have changed.

In this short video, Brian Halligan, HubSpot CEO, interviews me about the ideas in my September, 2014 book The New Rules of Sales and Service: How to Use Agile Selling, Real-Time Customer Engagement, Big Data, Content, and Storytelling to Grow Your Business.

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How to Turn your Products into Experiences

Posted by David Meerman Scott 12:36 PM on October 20, 2014

In recent years, I’ve enjoyed a number of amazing experiences – many shared here on my blog - like when my wife and I went on an Antarctic Expedition.

I’ve got most everything I need product wise.  Sure, I got the new iPhone 6 plus because I wanted the larger size screen and better camera. But I normally don’t spend a lot of money on “stuff”.

But I do spend money on experiences!

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Sales Managers Must Adapt to the New Rules of Selling

In my past roles as a salesperson and later as a marketing executive at a handful of different companies, I interacted on a daily basis with sales managers up to the vice president level.

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David Meerman Scott

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