Cold calling just sucks. Everyone hates it. Yet, there are still companies our there who push it! Meet SalesLoft.com! They enable cold calling scams! This week, some guy in his basement made national headlines successfully suing a company who cold called him again and again. The bigger story was how his story went viral. Particularly […]
Business development is one of the most currently needed roles in tech B2B yet is often handicapped by having the least talented people inhabiting it. Business development should be the place where B2B tech firms find highly leveraged relationships where other people’s sales forces discover the energy in one’s product. The end result should be
Business Dev Is Too Important To Be Left To Corporate Politicians Read More »
For those who live in the world of bringing disruptive technologies to market, it has long been apparent the B2B transaction sales force model is dead, has been dead for 6 or more years. You know the stats: half of B2B reps do not make quota. Turnover is very high and if you talk to
New B2B Sales Model Makes Transaction Sales VP Obsolete Read More »
ABM, Account Based Marketing, CRM driven prospecting, personalization at scale and Marketo-driven SPAM programs are so repulsive to prospects they are now taking action to stop getting pestered and interrupted. Perhaps never in the history of the planet has sales activity, driven by nonsensical systems like CRM, Account Based Marketing and sales process managers like
When you log onto your phone or computer to read something interesting, the first experience you are likely to get is a pop up ad or annoying video that has zero interest to you. Why? Because the unimaginative, brain dead marketing types cannot get your attention with valuable, intelligent, thoughtful content so they interrupt you.
Startup marketing is all about early sales to innovators and first adopters, period. Thus all marketing must be lined up to meet that end. You do not need to worry about “brand.” If you think you need branding at this stage, you are quite mistaken. Marketing positioning is all about finding the customer looking
If you think sales generation is expensive, wait till you work with a business development (BD) person. There is an old saying about BD people. Bus Dev = No Rev. Bus Dev people from traditional tech companies are almost always the best looking, have great hair and way too often focus on top down deals
We live in an enterprise sales world where everything easy is mechanized. Everything hard and effective is out of reach because it cannot be measured by brain-dead transaction sales managers hired by VC-backed companies desperate for a sales pop so they can unload. DiscoverOrg, RainKing and the host of other list services just prove the
Bananas For Sales Monkeys – Discover.Org And Rain King Read More »
