How to use Buyer Persona Modes
Recently I explained how using buyer persona modes for sales and marketing strategy was like watching your favorite TV show series. You get to know and understand the characters by their mannerisms (ie: analytics,...
Sales and marketing strategies and plans are really just the 'how- to have a conversation that develops a trusted contact'. At least they should be. For most companies, the question that their sales and marketing strategy is missing is: What do we...
When everything goes wrong, what sales strategy will save you?
You know how sometimes it seems that everywhere you look, there is a message that repeats itself? I can't tell you how many conversations I have with entrepreneurs that they don't know...
Why might focusing on Entrepreneurs and Small Businesses be a good sales strategy?
I hope I am not letting the cat out of the bag, but this is the only strategy I can think of, right now, that makes sense for a sales director of a software company...
What sales and marketing taught me about fishing.
The majority of metaphors you can read about sales and fishing use this in reverse; What fishing can teach you about sales and marketing. My twist is not to confuse you, merely to illustrate the...
Can your sales and marketing strategy predict the buying process?
Poor Ben. In a previous post, I started the story of Ben and his door to door sales strategy for the 'non-profit' organization he was working for. The sales process that happened...
Are your sales scripts creating sales zombies that kill your sales?
I was asked recently what my opinion of sales scripts are. I hesitated to say that I think they are a complete waste of time and create lazy salespeople, simply because many...
Your buying process effects how you do sales AND marketing.
Why!? In a sentence; How you buy can get in the way when you are trying to sell to someone who has the same buying process as you. You naturally empathize and put up with price...
More women (than men) are graduating from college, starting businesses, families.
Is social media a waste of time or a critical sales 2.0 strategy?
It would seem to be a given. If sales is about developing relationships, and social media is about relationships, then how can social media possibly be a waste of time for any sales...
