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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Boston Olympic Bid Squashed by Social Media

Posted by David Meerman Scott 07:12 PM on July 27, 2015

Today, the U.S. Olympic Committee pulled Boston's bid to host the 2024 Olympic Games after Boston mayor Marty Walsh said he would not sign the bid documents if they left city taxpayers vulnerable to cost overruns.

The fascinating story behind the failed bid is of the importance of social media and how corporate entities and their big budget consultants frequently underestimate the power of a few people with keyboards to create a movement.

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Advertising Agencies Just Want to Make Ads

Yesterday morning as I normally do, I checked my Twitter feed first thing while enjoying a cup of black coffee. I noticed the following tweet from @petermccormack: @dmscott would love your thoughts on my article about the failings of online advertising. Peter included a link to the article.

Peter was advertising his product - a report called Online advertising does not work using traditional online advertising techniques! I gotta dig deeper on this one! So I grabbed a second cup of coffee.

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Safe is Too Risky

After nearly every talk I deliver I get questions and pushback about the idea of real-time communications. Sometimes it’s in the post-speech Q&A and other times people approach me privately.

What they say is very similar and more or less goes like this: “It’s very risky to communicate in real-time because in your haste you might say the wrong thing so I’m not comfortable with your ideas.”

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How's that working for you?

Posted by David Meerman Scott 03:53 PM on March 06, 2015

Because my books cover the new rules of reaching buyers directly in today’s real-time world, many people assume that I am against any and all traditional sales and marketing tools and techniques.

That’s not the case at all. I don’t think it is an either / or proposition. If something is working for you, by all means keep going! 

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When Venture Capitalists Are Worth Much More Than Their Money

In the VC world, there are people who are forward thinking, providing valuable advice to the management teams of portfolio companies. These are the VCs that you want to be associated with your start up.

And then there are VCs who are living the past who who therefore deliver terrible advice. If you’re looking for funding, beware of this latter group.

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Stonyfield Yogurt is Too Plain Vanilla

Posted by David Meerman Scott 01:34 PM on February 11, 2015

Quick. What’s different between these two different packages of Stonyfield yogurt?

If you’re like me, they look identical at first glance.

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Photographs of Real People Work Better than Inane Stock Photos

Posted by David Meerman Scott 12:56 PM on February 03, 2015

Over the past year, I’ve helped my mother evaluate senior living centers that also have memory care facilities for my father who is suffering with Alzheimer’s.

As I’ve checked out one site after another, I was disheartened by so many that used stock photos to depict the residents and staff. Ugh. I just don’t feel good about a place that doesn’t focus on reality.  A bunch of photos of generic happy seniors playing cards and riding bikes doesn’t give me a good feeling.

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8 Ways to Ruin Your Chance of Making a Sale [Infographic]

Buyers have more information at their fingertips than ever before, yet the same sales techniques which were appropriate for the 1980s are still being used today.

The world has changed, and organizations must avoid making the sales mistakes if they are to thrive.

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#FAIL: Hightail Holiday Offer Doesn’t Apply to Valued Existing Customers

I’m a “Pro” user of the Hightail (formerly YouSendIt) file sharing and storage service. I’ve been a loyal customer since January 2009, paying over $100 a year for my premium services.

This morning I received an email offer to the address I use to subscribe to Hightail with the subject line “Complete your list with our great discount.”

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David Meerman Scott

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