Enabling B2B Sales & Marketing

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!

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

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?!

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

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

2016 was a big year in sales and marketing. In order of popularity, here's a collection of our most-read posts from the last 12 months:

Topics: B2B Sales, Sales, Disruptive Selling

Topics: B2B Sales, Sales, Disruptive Selling

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

What is Disruptive Selling™?

Left to their own devices, buyers will engage with sellers well after the buyer has figured out what they want to buy, and from whom. We need to engage with them before they reach that point - "disrupting" their thinking, to "move the goalposts" more in a direction that leads to our unique strengths.

Topics: Sales Methodology, Disruptive Selling