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Enabling B2B Sales & Marketing

How "revenue ready" are your techies?

Posted by Bruce Rasmussen on 29-Sep-2018 22:20:23

Selling to existing customers costs 10% of what it costs to bring in new customers.

Even then, our research indicates we're leaving 70% of sales opportunities with existing customers on the table!

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Topics: B2B Sales, Sales, Sales Training

Disruptive Selling™ - learn how to prosper at Telstra Vantage™!

Posted by Bruce Rasmussen on 11-Sep-2018 11:22:33

A new way of successfully selling....

An internal Telstra telephone sales team signed up $350k of Telstra revenue over 3 weeks - from a standing start - using our Disruptive Selling™ methodology!

I'm very pleased to be sharing the stage at Telstra Vantage™ with Peter "Willow" Williamson from Aria Technologies to talk about our Disruptive Selling™ methodologies, and how both Aria and Telstra have benefited.  Our presentation is at 12noon on Wednesday, 19th September.

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Topics: Disruptive Selling, B2B Sales, Sales Methodology

Brian Holder - As a sales dog, why I joined a Sales AND Marketing consulting firm

Posted by Brian Holder on 20-Jun-2018 11:43:05

 

Having left Microsoft some years ago, I've kept myself occupied by offering industry best practice sales advisory services to ICT SMEs.

I've always been a typical "sales guy" - Sales did all the heavy lifting, Marketing MAY provide us with some leads, but you can't rely on them.

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Topics: Disruptive Selling, Sales Methodology, Buyers Journey

How to quickly generate warm B2B leads with content!

Posted by Bruce Rasmussen on 22-Mar-2018 19:16:58

For all the talk about so called SMarketing – sales and marketing alignment – there’s a dearth of easily implementable programs where the two teams can successfully work together, generating warm leads in the short term.

“Content marketing”, HubSpot, the “inbound methodology” and all the other latest approaches are great – but they usually come with a disclaimer: “WARNING – it will take 6-12 months before you see the results of your inbound efforts!”

It doesn’t have to be that way.

Here’s an example of a real world content effort that sales teams followed up – literally leading to instant success.

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Topics: Marketing, B2B Sales, content marketing, New Marketing, B2B Buyer Engagement, Sales, Disruptive Selling

Our 5 Most Popular Blog Posts Of 2017

Posted by Bruce Rasmussen on 21-Dec-2017 15:05:26

2017 has been a big year in sales and marketing. We've seen massive interest in our live events around Disruptive Selling™, buyer engagement, and aligning the sales and marketing processes. 

We thought you might like to check out our list of the 5 most popular posts from the last year, in order of popularity:

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Topics: B2B Sales, Buyers Journey, Disruptive Selling, Sales, Sales Methodology, B2B Buyer Engagement, B2B Buyers

Disruptive Selling™ - what it is, why it works, how to learn more

Posted by Bruce Rasmussen on 12-Nov-2017 19:22:45

Would you be shocked to know that, if you're anything like most organisations, then around 10% of registered users that can access your business computer network no longer work for your company!!!

Would hearing that insight make your prospects sit up and take notice!?

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Topics: B2B Sales, Buyers Journey, Disruptive Selling, Sales, Sales Methodology, B2B Buyer Engagement, B2B Buyers

How to Construct the Best Sales Methodology

Posted by Bruce Rasmussen on 17-Oct-2017 11:00:00

If you're asking yourself which sales methodology or process you should be using in your business - chances are you're asking the wrong question!

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Topics: B2B Sales, B2B Buyers, Sales, Sales Trends, Sales Methodology

Sales and Marketing alignment – SMarketing – is not enough!

Posted by Bruce Rasmussen on 22-Aug-2017 13:31:45

I get it.

Sales & Marketing need to align.

Naturally.

But enough already.

Every organisational division needs to align.

If Finance doesn’t align with Manufacturing – we won’t have the cash to build stuff. But if they align in the “wrong way” (ie share poor raw materials forecast, share poor cashflow forecasts) – we’ll go broke!

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Topics: Marketing, Strategy, B2B Sales

3 Tips to Help You Become a Marketing Leader

Posted by Bruce Rasmussen on 20-Apr-2017 06:58:36

A recent survey revealed that less than 25% of B2B marketers view their company’s marketing as “excellent” – with the majority (41%) rating it as “fair”. Considering the time, effort and cost involved in marketing your business, a fair rating is a pretty disappointing return.

So, if you’re one of the many B2B business owners and managers who feel there is room for improvement in your marketing output, where do you start? And what should you do? Here are three top tips that will help you focus your marketing efforts and generate results that will see you become a market leader.

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Topics: Marketing, Strategy

How to Get Your B2B Sales and Marketing Teams on The Same Page

Posted by Bruce Rasmussen on 06-Apr-2017 10:19:14

It’s no secret that the internet and social media have changed the way people buy.

Today’s buyers can educate themselves online about their problems, and find potential solutions, without the help of a sales pitch. So, if you want to meet your customers along the new buyer journey, you need a new approach to selling.

But what should you do? An important first step is to align your sales and marketing teams.

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Topics: Marketing, Strategy, B2B Sales

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