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Changing the Sales Conversation [PowerViews LIVE Highlights]

Posted by Dan McDade May 21, 2015 8:30:00 AM

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation.

As the internet and other fast-emerging technologies continue to make an unprecedented amount of data available to today’s new buyer, traditional sales methodologies are quickly falling by the wayside. Buyers have changed and so must sellers. What’s a salesperson to do? Here are some key points and quotes from my conversation with Linda.

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Tags: Sales Process, B2B Sales

Dead is Dead! (At Least in Sales and Marketing)

Posted by Dan McDade May 19, 2015 9:17:00 AM

Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead.

I grew up during a time when it seemed like a lot of things were dead:

Paul was dead. (The rumor in 1969 was that if you played “Revolution 9” from the White album backwards, you heard the band in an apparent reference to Paul say, “turn me on, dead man.”) Thankfully, Sir Paul is still very much alive.

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Tags: Lead Generation

When One Out of Ten is an Abject Marketing Program Failure

Posted by James Obermayer May 12, 2015 9:30:00 AM

The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” I didn’t know how I was going to break the news to him that if this was the best they can do with their marketing program, they will never have more than an ‘also-ran’ business that earns a basic living for its founder, but never makes a significant mark in the marketplace.

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Tags: Sales Process, Sales & Marketing Management

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

Posted by Dan McDade May 7, 2015 8:59:00 AM

It’s 2015. The marketing word of the year is Nurture.

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year.

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Tags: B2B Marketing, B2B Sales, Lead Nurturing

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

Posted by Dan McDade May 5, 2015 10:29:01 AM

This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. 

There were some terrific responses and I’ll share them over the course of two blogs.

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Tags: Lead Nurturing

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

Posted by Dan McDade Apr 28, 2015 9:30:00 AM

The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. During that game the Fighting Irish players said Hail Mary prayers together before scoring each of the touchdowns, winning the game 13 to 3. One player, Noble Kizer (a Presbyterian) suggested praying before the first touchdown, which occurred on a fourth and goal play at the Tech 6-yard line during the second quarter. Following the prayer, the quarterback threw a quick pass over the middle to score. The ritual was repeated before a third and goal play, again at Tech’s six, in the fourth quarter. This time the QB ran it in for the touchdown. Kizer stated after the game: “Say, that Hail Mary is the best play we’ve got.”

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Tags: Sales Process

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

Posted by James Obermayer Apr 21, 2015 9:00:00 AM

I’m sure each of you has your favorite John Wayne movie quote. My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day.

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Tags: B2B Marketing, B2B Sales

What it Takes to be a Sales & Marketing Thought Leader [PowerViews LIVE Highlights]

Posted by Dan McDade Apr 14, 2015 8:30:00 AM

On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters: What it Takes to be a Sales & Marketing Opinion Leader. It was a great opportunity to go behind the scenes with two tried-and-true opinion leaders and benefit from their wealth of knowledge and experience. Here are some of the key points and quotes from our conversation:

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Tags: PowerViews, Sales & Marketing Management

Sales Lead Management Leads to a Lower Cost of Sales

Posted by James Obermayer Apr 7, 2015 8:30:00 AM

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words.

“But what if I can prove,” I said, “that when sales lead management is done properly by sales and marketing it can lower the cost of sales by delivering more qualified leads with a higher closing ratio, which leads to a lower cost of sales and marketing?”

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Tags: Lead Management

2015 Horoscope for Sales Executives: from Danmac the Magnificent

Posted by Dan McDade Apr 1, 2015 9:00:00 AM

This year is all about Saturn. Saturn has moved from Scorpio to Sagittarius. Saturn will backpedal to Scorpio again from June 14 until September 17 in 2015, but after that he'll be in Sagittarius until December 19, 2017. What does all of this mean? I have no idea. Here’s how I, Danmac the Magnificent, read the stars for your sign in 2015:

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Tags: B2B Sales