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Enabling B2B Sales & Marketing

Remote sales training to survive in the corona era

Posted by Bruce Rasmussen on 30-Mar-2020 16:51:34

If you're sending your sales team to work from home - they may as well do some live online sales training!

I've seen research that says that 88% of Australian businesses will be asking their personnel to work from home.  No doubt that will go up!

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Topics: B2B Buyer Engagement, B2B Sales, Sales, Disruptive Selling, Sales Training, Sales for Techies™

3 ways to involve your Techies in the buyer's journey

Posted by Bruce Rasmussen on 14-Mar-2019 11:29:25

Why the 'Techies'?

Our 'Techies' - technical, consulting and customer-facing staff - are more trusted than our Sales people! They're the problem-solvers and solution providers.

Have you ever wondered how you can 'inject' them into your Sales process? Surely, it's even more important to inject them into the buyer's journey?!
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Topics: B2B Buyer Engagement, Buyers Journey, Disruptive Selling, Sales for Techies™

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: B2B Buyer Engagement, B2B Sales, Sales, New Marketing, Marketing, content marketing, 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 Buyer Engagement, B2B Sales, B2B Buyers, Sales, Buyers Journey, Sales Methodology, Disruptive Selling

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

How to Outrank God on Google

Posted by Bruce Rasmussen on 21-Sep-2016 11:45:24

I've had 4 episodes this past week that have made me reflect on the power of content marketing - assuming it is done well.

I want to share them with you and add some commentary - in case they help your thought processes to move forward.  Hopefully the examples will give you some insights and tools to improve the outcomes of your content marketing program.

What this reinforced for me - you can't just "write content", and then hope.  You need a strategy, you need the best tools, and you need the best tactics.

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Topics: B2B Buyer Engagement, B2B Sales, B2B Buyers, Sales, Strategy, Marketing

Does your website fail the B2B buyer engagement test?

Posted by Bruce Rasmussen on 06-Aug-2015 13:46:00

If your website is not generating enough leads that turn into profitable conversations, and your ‘hot’ leads are also being pursued by your competition – then the likely answer is ‘yes’.

You – like 80% of the Australian ICT companies whose websites we assessed – are probably not meeting your buyer at the right point in the buyer’s journey.

We recently reviewed the websites of 20 Australian B2B companies operating in the Information Technology (ICT) space and found that 16 of the 20 websites failed our simple, 10-criteria buyer engagement test.

The criteria focus was on measuring the effectiveness of the website and its content to attract and engage B2B buyers – wherever they may be on their buying journey – and hence to generate quality leads.

In other words, these websites don’t sell how buyers buy. They only cater to the small percentage of buyers who know what they want and are looking for specific product information – ignoring the buyers still searching around their problem, those framing generic solutions or those completely unaware that there might be a better way of doing things.

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Topics: Whitepaper, B2B Buyer Engagement, Research Report

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