Tag Archives: \”sales 2.0\”

Joanne Black adds social networking links to her site

26 Aug

As many of you know, I’m a big fan of Joanne Black and her book, “No More Cold Calling” because so much of what she writes is the foundation on what Inquisix is built upon.   When Dave and I were first sharing the referral exchange idea that became Inquisix, we were introduced to Joanne by Philippe Lavie, sales trainer from Chicago.  Joanne and I talked a few times and then agreed to meet at the first Sales 2.0 conference in San Francisco.  I had a chance to pick up Joanne’s book and read it before meeting her in Chicago.  I felt like I was in college again because when I was done reading her book, it was filled with my yellow highlighting.  I’ve now met Joanne a few times while I’m in San Francisco and her advice on building a better Inquisix has proven invaluable.

NoMoreColdCalling

Joanne has now extended her website’s offerings to include a blog, Facebook page and Twitter account.  It’s now even easier to get her good advice.

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Improve Your Message Before You Call

7 May

Since I have that fancy letter “C” as the first letter in my title as Chief Sales Officer, I get quite a number of cold calls.  Of course it just makes me cringe to be called by someone who hasn’t even spent a minute looking at our business and developing a message about their solution that I’d care about.  But I do enjoy critiquing in my mind their pitch.

Some would like to rename cold calling.  I recently heard it called “introductory calling” in an interview done on Barry Moltz’s talk radio show.  I don’t know, seems analogous to putting lipstick on a pig.

lipstickpig

Instead of just renaming the term, Nigel Edelshain of Sales 2.0 has written a 24-page ebook on turning cold calls into social calls.  He reviews the new Sales 2.0 techniques and tools to “…help you with the three most critical factors: talking to the right people, establishing relationships and using changes in your buyer’s environment.”

You can download Nigel’s book for free here.  Adding his blog to your RSS reader is also well worth it.

Innovative View To Inside Sales Metrics

27 Apr

I worked with Trish Bertuzzi of The Bridge Group on a few inside sales consulting engagements when I ran PeakSales Consulting in the late ’90’s.

Her company specializes in improving the Insides Sales department, especially when the group is involved in the full sales cycle till close. So they’re well qualified to publish reports on Inside Sales Best Practices. Trish’s latest offering is the “Periodic Table of Insides Sales Metrics” which I think is a really neat way to summarize the important data relevant for building a top-tier Inside Sales Group. Best of all, the table is free to download from The Bridge Group website.

trishtable

If you’re local to Boston and would like to hear Trish speak, why not print out the table and get her to autograph it at the Sales 2.0 Conference on May 21, 2009? I’m first in line!

Get in the Door – Be Assumptive not Consultative

16 Oct

I attended the “Winning Big Company Clients” event in NYC earlier this week.  The event was hosted by Nigel Edelshain, CEO of Sales 2.0 with a panel discussion led by Jill Konrath, author of “Selling to Big Companies” and Razi Imam, CEO of Landslide Technologies.

Jill’s discussion was very interesting.  While she admitted that much of what she wanted to talk about was in her book, it was beneficial to get the synopsis.

Her main point is that the corporate decision makers use the delete key first.  When listening to your voice mail, their finger is on the *3 or whatever key combination they use to delete your voice mail and email.  Their preference is to delete, not listen.  So if you are not relevant, your message is deleted immediately.

That means that you don’t have 30 or even 10 seconds to get your point across.  You have 5 seconds to be relevant.  Her studies have shown that corporate decision makers also believe that it’s your responsibility as the sales rep to call them back.  Jill says that you’re their conscience.

Being relevant means you can’t be consultative.  No more, “Hi, this is Jill and I’d like to understand more about your business issues so that we can find a solution for you.”  Corporate decision makers don’t have the time or desire to educate you.  Jill says that you must be assumptive in your belief that they have a pressing problem and that you can solve it.

Jill says that the corporate decision makers will review 3 things in their head as their finger is poised over the delete key.

  • Are you relevant?
  • Is this an urgent problem?
  • Are you credible, ie are you the one to solve this problem?

I found what she said very timely and very interesting.  Thanks, Jill for your insight.  And thanks to Nigel for hosting!

NYC Event – "Winning Big Company Clients"

3 Oct

Jill Konrath, author of “Selling to Big Companies” and Razi Imam, CEO of Landslide Technologies are discussing new Sales 2.0 technologies for helping salespeople win big corporate accounts. The event is being moderated by Nigel Edelshain, CEO of Sales 2.0.

I will be there as a guest of Nigel.  Will you join us there?

DATE:
Tuesday, October 14, 2008

LOCATION:
The Penn Club
30 West 44th Street (between 5th and 6th Avenues)
New York, NY 10036

AGENDA:
6.00PM – 6:45PM Networking and Hors d’oeuvres
6:45PM – 7:45PM Presentation and Interactive Discussion
7:45PM – 8:00PM Wrap-up & Networking

Register here for this event. I look forward to meeting you there.