Blog

Two critical elements of a successful B2B lead generation campaign

There are many parts and pieces to a successful B2B lead generation campaign.  Profiling the target recipient is the most important. But there are two particular elements of a successful campaign we need to consider, continually evaluate, and monitor for...

Coffee is for closers – And other nonsensical sales management BS

A problem artificially hindering sales among B2B sales teams is measuring and rewarding the wrong thing — closed sales. It sounds right — pressure the team to sell more. But riding your team to close more business is like yelling...

Don’t blame your prospective customers when they don’t “get it”

If your prospects don’t purchase, don’t blame them. They aren’t stupid. You’ve probably failed in connecting with them to the point they felt compelled to purchase. Your offer may be wrong, it may be packaged incorrectly,  or you may be...

Don’t overlook the power of testimonials in growing your business

Reason to believe is one of three key elements of a successful marketing and customer communication strategy, necessary to successfully grow your revenue – overt benefits and meaningful difference being the other two. Providing your customers and prospects reason to...

The magic sales plan that can’t be explained

I see a fair amount of business plans – it’s an occupational hazard. And over the years I’ve been asked by a few angel investors to assist vetting companies seeking financing. Not long ago I sat with a company to...

Want to win more? Remove failure as a possible outcome

Years ago I worked for an organization with an informal motto of Failure is not an acceptable outcome.  It was liberating. When you remove failure as an outcome, interesting things happen — creativity increases and lack of success only motivates...

Getting in — The greatest B2B sales skill of them all

Getting in is the greatest skill a salesperson needs to meet and exceed quota. Closing is a critical skill, but as with most other sales skills, it has dependencies. Getting in is fairly independent, as far as skills go. If you can’t get in,...

How a one-page letter created sales-ready leads — A FREE 57-page tell-all report

Grab your copy of the report at the bottom of this post. ======= Several years ago I wrote a letter on behalf of a client to 40 of the largest counties in one of the largest sates in the United...

11 tips to reinforce a purchase decision and establish a customer for life

After a prospect decides to become a customer, especially when it’s a big decision, what do you do next? Do you jump up and down for joy, say “Thanks!”, rush out the door to call your sales manager – or-...

A sales opportunity can’t exist until your prospect recognizes a benefit

There is no possibility of a sales opportunity until a benefit is established in the mind of your prospect. Until your prospect acknowledges a need, want or desire to purchase whatever it is you have to sell, there is no...