Given the trove of information available on the Internet about every type of product and service, if a buyer still has a question for a seller after doing their online research, then their need for an answer is, by definition, urgent and critical. I just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. The book details 10 essential steps that can accelerate sales for companies large and small. There’s nothing that will increase your sales faster and we all want faster sales. They key to MILT is RESPONSIVENESS. MORE >>

The project called the “2012 B2B Demand Generation Benchmark Survey” asked 156 professional marketers which channels are most productive for producing a high quantity of leads, and which produce the highest quality prospects. Research consultancy Software Advice recently released the results of a five month-long investigation into which channels, content and offers business-to-business marketers find most successful. The poll also asked similar questions about content and offers, such as live demos, free trials, webinars, videos and more. Perceived Quality of Leads by Content or Offer. MORE >>

The bottom line is this; if your service business is not developed in a way that you can “productize&# your services, then you will forever be the linchpin in the business. Lately I’ve seen many YASTS (Yet Another Sales Training Start-up) emerging and I cheer when people decide to take the entrepreneurial leap. I’ve done it several times myself and there is nothing more exciting than channeling your past experience into a new venture and hanging out a shingle. For new service start-ups, there is a lot of hard work ahead so be smart about. doubt it. The Skinny. MORE >>

Jim, we sell very complex and expensive products through many sales channels and partners. “You want to do WHAT ?” asked Nancy, CEO of StorTech, in disbelief. Jim, the VP of Marketing, quickly restated the request; “I want to use Self-Service Pricing as a way to capture better leads on our website.”. Nancy looked at Jim and smiled. We never discuss pricing until we have a solid working relationship with the prospect. You know that.”. We can actually add more qualified opportunities to the top of the sales funnel with Self-Service Pricing. Here’s how it works….”. hope you enjoy it! MORE >>

Hint, it’s not selling products or services. By taking early ownership of the corporate website and populating it with lots of product information, marketing has taken on the burden of selling products , even on a B2B website. Since most B2B companies do not sell products directly on their sites, the first goal should be to sell the sales conversation , not the product. Are you promoting the sales conversation or your product? Are you looking to generate more sales ready leads on your B2B website? Take a look at your B2B website. MORE >>