Remove BANT Remove Books Remove Cold Calling Remove Google

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Inside the Mind of the B2B Buyer – New Paths to Purchase

Fearless Competitor

Cold calling never worked well, but today it’s on life support.  If you’re still cold-calling, you’re competing for table scraps. Social calling (research before calls on Linkedin, using iSell or SalesView, etc. Reality : 7 out of 10 buyers say they start their buying process at vendor sites, not Google. Love hard facts. Kaput.

Inside the Mind of the B2B Buyer – New Paths to Purchase

Fearless Competitor

Cold calling never worked well, but today it’s on life support.  If you’re still cold-calling, you’re competing for table scraps. Reality : 7 out of 10 buyers say they start their buying process at vendor sites, not Google. Also, check out this great resource called Junta42 by the co-author of Get Content, Get Customers. Love hard facts.

Inside the Mind of the B2B Buyer – New Paths to Purchase

Fearless Competitor

Cold calling never worked well, but today it’s on life support.  If you’re still cold-calling, you’re competing for table scraps. Reality : 7 out of 10 buyers say they start their buying process at vendor sites, not Google. Also, check out this great resource called Junta42 by the co-author of Get Content, Get Customers. To learn about buyer personas, read this article by David Meerman Scott, Chairman of HubSpot and author of many books in his article “ How Well Do You Know Your Buyer Persona s.&#. Love hard facts. Kaput.

The New Revenue Engine: Drive Predictable Revenue by Managing Your Revenue Machine

Modern B2B Marketing

Companies using the old revenue engine see this every day when they call prospects prematurely and end up simply annoying the prospect and wasting the sales reps’ time. (My motto: if you can’t add more value to the prospect than they can get in five minutes searching on Google, then don’t call.). Predictable Revenue (Excerpted from the new book “Build a Sales Machine”).