Chatbots – you may have heard about them, you may even have spoken to one of them. But, what are they and why should you care? In short, chatbots are a relatively new development in the world of marketing automation. They offer massive potential to businesses in terms of operational efficiency, time-to-task activity and overall... Read More
Over the last decade, buyers have turned to the internet instead of salespeople for information. Instead of indicating that sales teams will become obsolete, it just means that we need to evolve to meet this new breed of buyer. Recently with Andy Paul on the Accelerate! podcast, I had the chance to address some of... Read More
SAMUEL SAYS: DIAGNOSIS SHOULD ALWAYS PROCEED PROGNOSIS By jumping straight into a solution or “prognosis” during a sales appointment, there’s a high likelihood you’ll blow the opportunity and lose the sale. A good salesperson will tell you that the majority of your time during a client meeting should be spent in uncovering your client’s needs... Read More
Now that automation has changed the role and responsibilities of sales and marketing, how should your managers be spending their time? Sales management is no longer about monitoring and reporting the performance of the sales team and joining them for occasional customer visits. We have seen a dramatic shift in sales and marketing functions over... Read More
SAMUEL SAYS: MARKETING BEGINS WITH MOBILE. Since our society has come to expect access to whatever we want in just one click, businesses that overcomplicate the process alienate themselves. Simply put, if your marketing efforts aren’t mobile centric, then you aren’t serious about client engagement. But you want to be, which is why you’re here,... Read More
Cold Calling is Dead (Finally!) Admit it. No salesperson in their right mind enjoys cold calling. Thankfully the days of whipping out a phone book and calling all the listings under Electrical Supply to see if any of them need your product are long over. But prospecting is still a big part of... Read More
You’ve probably interacted with them and didn’t even know it. In fact, research by Oracle states that almost 80% of businesses plan to use them by 2020*. You don’t have to wait for them to return your voicemail and they are around when you’re suffering with insomnia at 2am. Thanks to advances in software, their... Read More
It’s well known that some businesses have had freakish success in growing their business when their Sales Department looks like this empty office. In fact, Slack Technologies launched in 2014 with just 16,000 subscribers from their beta group. By the end of the year, they had amassed 285,000 users – all without a sales department... Read More
Not long ago, I had the pleasure of appearing on The Sales Evangelist with Donald C. Kelly. Read on for a summary of our chat, or click here to have a listen. Artificial Intelligence (AI) can be a major help in drumming up your sales leads. There is two major technologies you’ll want to explore: Chatbots... Read More
Getting a salesperson to hand a client over after they’ve interacted is quite likely the most difficult thing a DoS will ever do, but it may be the most impactful thing for the team. Think about it. Once a sales person interacts with a client, they “own” them, right? From the first needs assessment, the... Read More
