MARKETING AND SALES STRATEGIES

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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Sales is broken

Posted by David Meerman Scott 07:17 AM on August 25, 2014

Most sales organizations are built and run as if it were still 1989. The sales model is broken.

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Are you telling the truth?

Posted by David Meerman Scott 10:40 AM on August 19, 2014

When I see people on the sidewalk asking for money, most have the same business model.

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Why I Totally Hate Google Hangouts!

Posted by David Meerman Scott 07:57 AM on July 30, 2014

Google Hangouts on Air make me feel stupid.

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Sales and Marketing Working Together

Web content drives both sales and marketing success.

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Catching up and touching base

Posted by David Meerman Scott 04:31 AM on May 29, 2014

When I see an email with the subject line “catching up” or “touching base” I immediately categorize the email as somebody selfishly wanting something from me.

We haven’t spoken in a decade. You didn’t bother to make contact till now. But you’re looking for a new job so you want to “touch base”.

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Authors of Return on a Share Report do not really value sharing

A new research report from ShareThis, the Paley Center for Media, and Beresford Research calculates dollar value and influence of sharing on purchase decisions.

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Creepy? eBay deploys real time and personal advertising on Facebook

This weekend I was poking around the True Religion brand jeans web site. True Religion jeans fit me really well, so I have a few pair. They are expensive, so I tend to wait for a sale to pull the trigger on a new pair.

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Airlines save a penny a passenger by squeezing out limes

Posted by David Meerman Scott 09:07 AM on April 08, 2014

On Wednesday I fly on American Airlines from Boston to San Francisco. I’m going to order my usual: club soda, no ice, with a lime wedge. It's my thing. A little pleasure while in the air.

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David Meerman Scott

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