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The Sales Podcast


Jun 26, 2018

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

  • Army Engineer
  • Employee #393 at Ariba before being acquired by SAP
  • Employee #10 at MediaFly, now with 75
  • Concentration of staff in Chicago with several on the West Coast
  • Put in the effort to stay connected to your remote staff
  • Traveling helps him stay connected with his sales team
  • Mediafly is used in front of your customer to create a seamless presentation
  • Track the experience and leverage machine learning and call tracking with sharing tracking
  • Use Mediafly instead of PowerPoint!
  • B2B buyers are frustrated with educating salespeople
  • Reduce friction between buyers and sellers by giving appropriate levels of information to educate and create mystique
  • Have a conversation vs giving a one-way presentation
  • Understand your personas
  • Send relevant insights specific to their industries to get the attention of your B2B prospects
  • Cold calling and direct outreach can and does work
  • Forrester published "Death of a Salesman," but a professional sales person is still needed
  • B2B buyers still have access to data, now more than ever
    • So they are educated from online information, colleagues, analysts, and even social media sites and forums
    • But not all of the information is correct
  • Now we have to consider the problems of the customer as well as what they think they know.
  • Email marketing
    • Have a good hook in your email subject line
    • Open rates are declining
    • Insert good leads into nurturing campaigns
    • Leverage multi-media, multi-touch marketing to stay top-of-mind
  • It's tough to get into a large enterprise with a door-to-door visit
  • Expand into similar / related industries
  • Get clear on knowing what the prospect doesn't know but thinks they know!
  • Show up by adding value
    • 74% would buy from the first sales person that brought critical insights to them
  • Automate more transactions so you can focus on value-added services
    • Switching-costs are declining