1. 35 Days to Great First Sales Meetings

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      35 Days to First Conversation — do the math For prospects who actively engage your content, assuming a two day lag in viewing, here is a possible sequence to your first call appointment (elapse time not work days) (“your mileage may vary”): Day 1 – send initial invitation touch with vmail call Day 3 – prospect views email content Day 5 – send Touch #2 automatically, no call Day 7 – prospect views content Day 14 – send Touch #3 mail, vmail call Day 16 – prospect views content Day 23 – send Touch #4 mail, vmail call Day 25 – prospect views content Days 25, 26, 27 – email & call to request introduction conversation Day 35 – have first introduction call For a detailed, comprehensive explanation of each step, download this document.  
  2. How I Blew a Sales Layup

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    A layup is the easiest shot in basketball, if you’re not able to dunk. But it’s not unusual for a player to miss a layup. Why is that? Most likely because they overlook fundamentals and fail to concentrate. We recently had a sale not close — neither lost nor won, just won’t close. The customer has a significant and recognized need, high interest in our service, and our sales person has known and worked with the company previously. There was significant and acknowledged potential value from the service. The deal was a “no brainer.” So what happened? We followed most, but not all elements of our sales process. As we performed our opportunity review post mortem I remembered something we had overlooked. We had neglected to perform an Opportunity Flight Check prior to submitting our proposal. Our colleague, Rob Scanlon (www.privatesalescoach.com) has developed a unique and insightful program that assesses sales opportunity risk and...
  3. (Inside) Sales Needs Visual Support for Key Conversations

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    In the B2B complex sale, more selling is occurring over the telephone than ever before. This ups the ante for effective visual support that makes it easier and faster to communicate important points. But visual support also helps customers convey those points to colleagues, usually without sales rep assistance. Whether part of a formal inside selling function, or as direct sales people working in the early stages of the customer engagement process, phone meetings and conference calls are the norm, not the exception. Phone-based sellers can dramatically impact their customers and their sales effectiveness by delivering visual support to voice conversations either just before the call through email, or with live web meeting technology. For a decade we’ve heard from companies like Webex and Citrix that web meetings can give sales people a better way to conduct sales meetings without travelling to meet with customers. Well, maybe, but I find myself...
  4. Sales Enablement — Revisited

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    I was on vacation when Gerhard’s blog came out on July 29 “Is Sales Enablement just Lipstick on a Knowledge Management Pig?” I just saw it this past weekend and feel compelled to comment now. Having read the post numerous times I’m not sure what the primary point really is: to denigrate the label sales enablement (why?), to criticize the “hype” of systems vendors, or to question the integrity of the analysts? (“Do you trust what analysts are saying about this concept?”) And what’s with the non sequitur about the “delay economy” and Twitter and the “real-time economy”? I like the concept, but how does that fit with a rant about sales enablement? I think the blog comments were more useful than the blog points. The premise of the post perpetuates the problem of an over pre-occupation with technology. Let me explain. Gerhard’s comments exhibit a tool obsession. Isn’t that what “Sales...
  5. Re-consider PowerPoint — It’s not just a presentation tool

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    I love this idea, that it’s not “just PowerPoint” anymore. I think PowerPoint offers organizations untapped potential for improved sales messaging, knowledge sharing, and customer communications. A better PowerPoint strategy can drive significant content production efficiencies, rapid development and turnaround times, easy content tailoring, the ability to scale content requirements, and dramatically lower production costs compared to documents. PowerPoint is where the corporate communication process starts. When we stop thinking of it as a presentation tool, and think of it as a business graphic development tool to create visual support for conversations, a new world of possibilities opens. How Important is PowerPoint to Your Sales Organization? Several years ago we conducted a survey of 10 technology companies asking them what percent of the hits to their marketing and sales intranet were for the data type PowerPoint. For each company, the answer was between 55% and 62%. In each company, PowerPoint...

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