1. An All Too Typical Sales Prospecting Phone Message

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    One of many webinars I attend was a lead nurturing webinar recently. I’m always looking for insights, especially about how companies are thinking about content to support their many use cases. I also like to experience selling from a buyers perspective. I get many sales prospecting calls, but usually for products or services I could care less about. I delete and forget. But this was a topic I’m really interested in. While I’m not a prospect for this company, I think I am an important influencer, and potential referral source for them. This is the follow up message that was left on my voicemail. After you listen to this 35 second recorded message (slightly edited to remove identifying marks) — and before you read on — take a moment to write your impressions of the message, and what you would do differently. (Play in separate webpage.) Now let’s compare. Message...
  2. Focus On Your Sales Conversations

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    Scott Santucci of Forrester’s Technology Sales Enablement Group has an important blog post regarding your sales conversations. (The Key To Sales Enablement Success Is To Focus On The Conversation) “A B2B sale is really the synthesis of many discrete conversations, and value is best communicated when they are focused on a common goal: solving the client’s problem. What most organizations fail to address is how complex a task it is to corral many discrete conversations into a consistent value communications strategy. To make matters even more complex, most companies have solutions that can address multiple different problems, so this set of questions must be answered for each opportunity. We all know that good conversations are dynamic, reciprocal and most effective where there is trust between the people involved in the dialog. To accomplish this, the salesperson must communicate information that is: Relevant: to the specific circumstances and realities of a given company In...
  3. What does your company do?

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    “It’s Not about the Bike” — the title of Lance Armstrong’s excellent autobiography. Becoming a world class cyclist requires far more than the bike. Strategy, practice sessions, workouts, diet, and mental aspects impact performance far beyond the equipment. The implications of his statement occurs to me every day. For example, too often people think a software system will solve their business problem. Another is the way sales people answer the typical customer question: “what does your company do?” There are two perspectives that can direct the response: the vendor perspective and the customer perspective. Sales people often fixate on their products or services. They think customers are as interested in key features as are they. Customers are actually asking one of two questions. They may be asking the product or service question so they can attempt to self-diagnose. Have you ever heard a customer respond to a product oriented introduction,...

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