MARKETING AND SALES STRATEGIES

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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Cold Calling is Dead

My first sales job required me to make cold calls to bond traders and convince them to buy our economic consulting services. We had lists of names and numbers to contact that came from directories of people who worked in banks, securities companies, savings and loan associations, fund managers, and government agencies.

My sales colleagues and I would psych ourselves into the right frame of mind each morning by drinking a few cups of coffee, maybe telling each other a few off-color jokes (common in the 1980s testosterone-fueled Wall Street markets portrayed in the recent Wolf of Wall Street book and film), and discussing the latest stories in the Wall Street Journal. On a typical day we might set a goal to contact every person overseeing trading at all the savings and loan associations headquartered in Arizona.

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Your competition

Posted by David Meerman Scott 10:20 AM on September 25, 2014

On a recent trip to Belize, I had an opportunity to visit several Mayan archeological sites.

At Xunantunich, located near San Ignacio in the Cayo District, visitors must ride a small hand cranked ferry across a river to reach the site. And right next to the ferry loading area are about a dozen souvenir shops. These shops are identical. They are housed in a communal building and each has the same floor space.

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Agile Sales Require a Real-Time Mind-Set

The real-time mind-set recognizes the importance of speed.

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Sales and Marketing Working Together

Web content drives both sales and marketing success.

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David Meerman Scott

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