Prior to the ability for consumers to research products, services, people, and companies on the web and social media, salespeople needed to be the expert. The buyer didn’t have the ability to go online and conduct independent research; an important aspect of the sales process was the buyer’s education by the seller.Read More
Today I got a direct mail advertisement from the local office of Sotheby’s International Realty. Normally I just throw my junk mail into the recycle bin, but the headline of this particular piece struck me as missing the mark. “As a Top Producing Agent” is what it said.Read More
You have a printing press, television studio, photo lab, and radio station in your pocket right now.
Your mobile device is an amazing sales and marketing tool and it is available to you 24x7. A few decades ago, such a thing was science fiction. Now it is science fact.Read More
Sales on social networking sites like LinkedIn can be tricky for people who are accustomed to the typically aggressive interruption style approach because online communities disdain overt commercial messages. Over the past several months, I’ve collected some of the ineffective ways people have used LinkedIn messaging to reach me and I include 12 of them here together with commentary on each.Read More
“I’m fed up, and I won’t tolerate this anymore!” People just don’t want to be sold to. I’ve heard many variations on this theme from buyers in recent years.Read More
I see a convergence of sales and marketing via content to reach buyers. In my research of successful companies, marketing is using content to reach many people at once (targeted to buyer personas) while great salespeople use the very same content to reach one buyer at a time.Read More
As 2016 winds down, sales and marketing teams around the world start to plan for their 2017 calendar year. It’s going to be an exciting year because buyers are firmly in charge of how they do business with your company and once you understand the ramifications for this fundamental shift, you can reach them with a sales strategy that will drive success. Be fearless in 2017 and align your sales effort to influence them throughout the process.Read More
As people evaluate products and services as well as the organizations they might want to work with, they often conduct independent research.Read More
I am amazed at how many salespeople and their sales managers inherently understand the new buying process when they buy a product or service for themselves but insist that somehow the process is different for the business they run. They continue to sell using the old rules.Read More
Today, the revised and expanded paperback edition of The New Rules of Sales and Service releases in bookstores and online in North America. It will be available in other parts of the world in the coming weeks.
I’m so excited that after a year of work, the new edition is out. Like the first edition published in 2014, in this updated work I show how to use agile selling, real-time customer engagement, big data, content, and storytelling to grow your businessRead More