Is there any rational B2B salesperson who believes their performance, revenue generation will be “amplified” with another CRM extension, another sales ops system, or now, “revenue amplification?” Really? Like who? There were days, long ago, when a salesperson had a territory, lived in it for years, knew all the influencers, the competitors, the prospective customers, […]
3 Sales Tribes Defined By Sales Distraction Software Read More »
Pick your number – 70% of sales reps in B2B enterprise technology sales do not make quota. Some say 80% – whatever it is, it’s the majority. Everyone is familiar with the common excuses – customers find what they need on the internet. Companies have all the technology they need, so new stuff doesn’t get
The dirty little secret about transformation is everyone wants digital transformation but nobody wants to change. Articles accumulate featuring CIOs who led a digital transformation; they moved to the cloud. Everyone knows there is no cloud. It is just someone else’s data center. Apps do not run faster in the cloud. They do not cost
Some concepts sound good until you think about them a bit. Hiring a “digital native” salesperson living on social media is one of those things. It is absolute nonsense if you think it through. Let’s experiment. You go first. You are the buyer of a critical product. It will, if properly implemented, deliver a significant
We Don’t Hire “Digital Native” Salespeople. Neither Should You. Read More »
The sales training industry is an inherent contradiction. Great salespeople make too much money to offer courses in social media selling or sales training. Who does it? Those selling training desperately need the work. They never made big money selling. That’s OK, sales are where the top of the profession wins most of the dollars.
Can Mediocre Sales Talent Train Your Sales Force? Read More »
Actually, they never departed. The lone wolf salespeople, you know them – the ones who hate process, think CRM systems are junk food for metrics-minded idiots, and blow out their numbers – are alive and well. Any endeavor, any product, trends toward homogenization. Unique products attract knock-offs. Cutting-edge ideas are overwhelmed with imitators, sold cheaply.
“Understand the buyer’s point of view!” That’s what marketing teams tell us as they fail to apply it to the single most important part of the buyer’s life – being overwhelmed with marketing. We live in an age of marketing pollution. Every startup, particularly in high tech, buys the DiscoverOrg databases, hires a bunch of
Marketing Pollution: The New Reality For Sellers Read More »
When taking a new technology to an old market, take the time to see what those guys read. Then take the time to see what their tech vendors pitch them. You will be pretty depressed so much dough is spent for so little benefit. The electric utility market is a prime example, let’s spend a
A Messaging Bangladesh – Why Nobody Reads Your Stuff Read More »
Current B2B sales is an industry where sales teams and the prospects they seek, are locked in a spiraling arms race of advanced technology. Sales managers buy AI or machine learning platforms to get to elusive prospects. Prospects employ those technologies to protect emails and cell phones from these swarming pests. There is no B2B
Why Almost Everything You Believe About B2B Selling Is Wrong Read More »
Why Content Marketing Fails Tell me something I don’t know! Content marketing needs to be something other than bland baby food! Let’s do the checklist of what every “leading” B2B company does: Account Based Marketing, CRM, Marketo-SPAM, DiscoverOrg lists, develop customer personas and, yes, you guessed it – content marketing! This activity composite is