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

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

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

As buyers continue to change how they buy, sales people need to keep evolving.

But how - and why?

In short - the salesperson of the future will be the one that adapts his/her selling processes to match the new way in which buyers buy.

There are lots of disrupting influences in the B2B marketplace at the moment - the move to the cloud, social media, globalisation, etc. These issues are disrupting commerce - but the accompanying change in how buyers buy in particular is disrupting and making irrelevant the "old ways of selling"..

Topics: Sales, B2B Sales, Sales Methodology

You might have heard the analogy about sales (including social selling) being like a cocktail party.

The person at the party people want to talk to is NOT the guy talking about how great he is. Rather, it's the person who's doing active listening - responding to and engaging with what others have to say. 

Sales is the same. Successful salespeople are not those who yammer away at the prospect with a megaphone, talking incessantly about their products and services. Instead, it's the person who listens to the prospect's pain points and challenges, showing understanding by articulating the problem and painting a picture of a solution before ever mentioning their own product. 

Topics: Sales, B2B Sales, Sales Methodology

It's that time of year again - doesn't matter how successful you were last FY, you're about to go back to zero again!

Topics: Social Selling, Sales Methodology, Disruptive Selling