Your Behind-the-Scenes Chief Marketing Officer...
Does it seem like it takes forever to close new business deals? You’re running strong campaigns, generating plenty of leads, seeing a flurry of sales activity. But even though your sales reps are consistently following up, prospects just aren’t ready to buy. Your sales cycle used to be 4 weeks, but now it’s 6, 8 [...]
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Yesterday James wrote about how a documented sales process can help you grow your revenue. Today I’m going to help with the next step – defining that process for your company. 1. List your channels. For example, if you sell directly to end-users and through a group of resellers, you have two channels, each with [...]
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How do your prospects buy your product or service? Does a single decisionmaker buy on the spot, or does s/he go through many steps and approvals first? Or perhaps there are multiple departments involved over a very long period of time? A sales process is a defined series of steps you follow as you guide [...]
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Let me start by saying I’d love to be able to sell ice to an Eskimo. But you know what? Eskimos don’t need ice. They’re surrounded by it. Unless I have the most incredible, cheap or convenient ice on Earth, I’d be a lot better off selling to prospects who aren’t already in the arctic. [...]
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Recently I had great fun writing about how to get past a gatekeeper when cold-calling a prospect or potential business partner. But getting past the gatekeeper is only part of your battle to get your prospect’s attention. Nobody wants to be dragged into a phone call. If you’ve strongarmed your way in, you have to [...]
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Your Behind-the-Scenes Chief Marketing Officer...
