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Author Archives: Lisa
Connect to the Buyer’s Journey and Reach Your Revenue Goals
by Bob Apollo If you’re in B2B sales or marketing, you’ve probably already heard this statistic: according to CEB research, 57% of the typical B2B buying-decision process is complete before a salesperson becomes actively involved in the sale. By that time, the … Continue reading
Sales Presentations in Three Minutes: Avoid the Data Dump
One way sales presentations quickly go off track is the dreaded data dump. In her book, author and upcoming London Sales 2.0 Conference speaker Terri Sjodin says many reps worry that they’ll never get to all the points they feel … Continue reading
Initial Thoughts from the Sales 2.0 Conference: Technology versus Productivity
By Jeff Weinberger Today at the Sales 2.0 Conference Andy Zoltners of ZS Associates recalled a colleague who, at the height of the Web 2.0 boom, claimed that we would only need half as many sales reps in the future … Continue reading
Posted in #s20c, Conference Speakers, Sales 2.0 Conference
Tagged Andy Zoltners, Gerhard Gschwandtner, productivity, reps, Sales 2.0, technology, ZS Associates
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What Buyers Want
Contributed by Tom Cates If you’ve been around in sales as long as I have, you will have heard the same kinds of questions over and over from your sales team: “How can I really connect with my buyers? We’ve … Continue reading
Posted in Conference Speakers, Sales 2.0 Conference
Tagged Brookeside Group, buyers, Sales 2.0, Sales 2.0 Conference, Tom Cates
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The Digital Sales Future
One familiar face we’ll welcome back to the Sales 2.0 Conference next week on Tuesday is Tom Scontras, Vice President of Sales & Marketing at Glance Networks. In this video interview with Sales 2.0 Conference Director Larissa Gschwandtner from one … Continue reading
Customer Relationships: When to Worry
According to Tom Cates, founder and CEO of The Brookeside Group, all customer relationships fall into one of three emotional categories: 1. Antagonism. The customer is fuming. 2. Neutrality. The customer feels fine about your performance. 3. Enthusiasm. The customer … Continue reading
Sales 2.0 Solution: The Value of Relationships
There’s no question that selling is all about relationships. Not too long ago, sales relationships used to live on index cards in personal Rolodexes. The better the rep, the bigger the Rolodex. Today, not even the largest rolling wheel of index … Continue reading
Sales 2.0 Solution: How Many Cold Calls Can You Make in One Day?
When revenue depends on how many calls a sales rep can make in a day, time is money. Anyone who saw The Pursuit of Happyness might remember how the main character, Chris Gardner, worked desperately to squeeze extra minutes and … Continue reading
Five Keys to Increasing Renewals and Repeat Business
by Jeff Weinberger When I signed up for the upcoming Sales 2.0 Conference, one of the questions on the registration form was, “What is the biggest issue you face in your sales organization?” One of the options for the answer … Continue reading
Posted in #s20c, Sales 2.0 Conference
Tagged churn, customer, Jeff Weinberger, renewals, repeat business, Sales 2.0, Sales 2.0 Conference
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Lessons Learned: Becoming a Sales Leader
Contributed by Steven Hawes B2B sales leaders often ask me what other sales leaders typically learn at our Sales 2.0 Conferences. I always find it somewhat ironic to find myself having conversations with sales leaders about learning. I’m just starting … Continue reading