Enabling B2B Sales & Marketing

Failing to plan is planning to fail.....

We've all heard that before. It's undoubted.

But - will any old plan do? Absolutely not!

Topics: Sales Methodology, New Marketing, Buyers Journey

Finding the holy grail of revenue growth....

How do I increase revenues - without hiring new salespeople, and without spending money on potentially hit-and-miss marketing campaigns?

Topics: Sales Methodology, pipeline management

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!

Topics: B2B Sales, Sales, Sales Training

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.

Topics: Disruptive Selling, B2B Sales, Sales Methodology

 

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.

Topics: Disruptive Selling, Sales Methodology, Buyers Journey

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.

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

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:

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

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!?

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

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!

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

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!

Topics: Marketing, Strategy, B2B Sales