Even then, our research indicates we're leaving 70% of sales opportunities with existing customers on the table!
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.
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.
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.
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:
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!?
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!
I get it.
Sales & Marketing need to align.
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!
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.
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.