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ViewPoint
APRIL 4, 2013
Modeling is more effective if managers and salespeople set asside time for pre-work and analysis after observation. Partners in EXCELLENCE president and blogger David Brock challenges that sales professionals go beyond providing rudimentary features and benefits. Customers need strong business justified solutions, he exclaims.
ViewPoint
AUGUST 27, 2013
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. During a breakfast meeting with Steve last week, he got right down to business. A few of them said they were already working with the prospect, but most were grateful.
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ViewPoint
APRIL 28, 2011
Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. He works with large and small companies such as, Asentus , Maximizer , Sophos , Microsoft Canada , and Research in Motion. source: Marketo ). source: Google ). source: Google).
ViewPoint
NOVEMBER 27, 2012
Today's guest blogger is Jeff Molander. Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of Off the Hook Marketing: How to make social media sell and a social sales training speaker. A lot of people are coming into LinkedIn Groups armed with what does NOT work.
ViewPoint
FEBRUARY 26, 2013
Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. Our members execute big-ticket cross-border IT services projects. A common cross-cultural misunderstanding in these projects occurs when the service provider gives the customer only good news. Your leads may be perfect. asks the U.S.
ViewPoint
OCTOBER 30, 2012
Today's guest blogger is Jeff Molander. Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. You’ve got to give prospects a compelling reason to ask for more content.
ViewPoint
AUGUST 1, 2011
Today's guest blogger, Tony Jaros, is Senior Vice President of Research at SiriusDecisions. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years. Here, what will be the reasons why a receiving function can reject a lead without ever working it?
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