Sunday, May 15, 2011
Wednesday, May 11, 2011
Connecting Social Media Marketing with Buyer Behavior
If your business needs leads to increase sales opportunities, you better adopt an inbound marketing strategy-read this by Mark Schaefer: Connecting Social Media Marketing with Buyer Behavior
Thursday, May 5, 2011
Target 10 to Win! by Charlie Van Hecke
I just finished my advance copy of “Target10toWin!”, by Charlie Van Hecke. I found it an very energizing and clear explanation of the fundamental best practices which serious sales people need to practice.
In over 40 years as a sales and marketing professional, I have experienced no end of “million dollar” sales training sessions and have paid thousands of dollars on a quest to know all there is in assisting people in taking advantage of opportunities that met their needs (that’s what sales people do).
These are challenging times for sales and marketing. Modern technology has given all people extraordinary access to information on which to base buying decisions. To be relevant, sales professionals need to know their prospects and their organizations as well as possible and be seen as partners in meeting needs. Charlie hits all the important points such as the time value of money, target markets, positioning, the perception of value and utilizing modern communications to enhance prospect insights and relationships. He has short cut names for these things but he conveys the primal elements clearly, concisely and with examples that are instructive.
I hate how to sales books, but I enjoyed this. Charlie took a complex, strategic sales subject and made it understandable and readable in less than 50 pages. The only thing I didn’t like was the run-together title, it’s faux spelling.
In over 40 years as a sales and marketing professional, I have experienced no end of “million dollar” sales training sessions and have paid thousands of dollars on a quest to know all there is in assisting people in taking advantage of opportunities that met their needs (that’s what sales people do).
These are challenging times for sales and marketing. Modern technology has given all people extraordinary access to information on which to base buying decisions. To be relevant, sales professionals need to know their prospects and their organizations as well as possible and be seen as partners in meeting needs. Charlie hits all the important points such as the time value of money, target markets, positioning, the perception of value and utilizing modern communications to enhance prospect insights and relationships. He has short cut names for these things but he conveys the primal elements clearly, concisely and with examples that are instructive.
I hate how to sales books, but I enjoyed this. Charlie took a complex, strategic sales subject and made it understandable and readable in less than 50 pages. The only thing I didn’t like was the run-together title, it’s faux spelling.
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