Lone Wolf Sales
Why Nobody Gets An Appointment Anymore
Current Sales Madness Taking innovative products to market is hard stuff, made more difficult by the overwhelming number of over-VC funded, useless, undifferentiated SaaS offerings clogging up the airwaves and prospects’ phones. The typical prospect, unlucky enough to be in the DiscoverOrg database, gets scores of cold calls. SPAM emails can be 80% of their
The Franchise Sales Rep?
Where Did They Go? The difference between a “franchise player” and anyone else is not two to one, it is not 50 to one, it is infinity.” – CEO of High-Tech Company We were talking about programmers and this CEO said he could hire the best talent, pay competitive salaries, and get terrific output from his
Personalization At Scale – And Other Sales Madness!
One can hardly believe the really stupid stuff modern B2B salespeople are pitched by sales gurus and over-funded CRM software firms with no chance of success. Among the craziest idea is “personalization at scale.” This ridiculous derivative of Account Based Marketing means you can use CRM software to create a more touchy, intimate, and personal
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LinkedIn Social Media – Selling Hope To The Desperate
LinkedIn and social media selling looks like it should work, and it does if you are selling to salespeople. When over 80% of B2B sales reps are not making quota, a sales VP has a job-life expectancy of 18 -23 months and the VC board is crawling up the CEO’s back for explosive revenue for
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How A Cold Caller Is Like a Stripper
The first parallel is you would not want your child to be either one. Certainly being a stripper is more exploitative than a cold caller, but they do have some common traits. Both hate doing what they are doing. In way too many cases, those doing these occupations are people with no other place to
Sales Enablement – Not Much Value, Good at Parachute Time
When your B2B reps are struggling, SPAM is yielding Gmail addresses and the board is on your ass, sales enablement buys that quarter to find a new job. Parachute time! So what is sales enablement? CSO Insights says: Sales enablement is “a strategic, cross-functional discipline designed to increase sales results and productivity by providing integrated
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Life Coaches – Jump Out of The Closet and Save The World
About 20 years ago the word “coach” began to be used in ways Bear Bryant or Red Auerbach would never have predicted. “Executive coach,” “life coach,” “sales coach” and about every other derivative popped up. Today you cannot spend much time on a business site like LinkedIn or business parts of Facebook without being inundated
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Social Media Harassment – Today’s Bad Idea
Buoyed by hope, steeped in failure – social media marketing! Some sales activities work, others almost always fail, and a whole bunch sound good but in practice are terrible. Social media marketing is the current example of the terrible. It’s no secret B2B sales types seldom make quota. Those who regularly do have a set