Enabling B2B Sales & Marketing

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: B2B Sales, Sales Methodology, Disruptive Selling

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

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

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: B2B Sales, Strategy, Marketing

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.

Topics: B2B Sales, Strategy, Marketing

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: B2B Sales, 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: B2B Sales, Sales, Sales Methodology