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 INITIATIVES NEED TO FOCUS ON THE CLIENT’S INTENT. Data and tools like Artificial Intelligence give Marketing the tools needed to predict their buyers’ behaviors – and that information is what should be used to drive marketing campaigns. So how do we predict our clients’ intent? We look closely at things like: What topics... 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
You’re a sales executive who prefers to solve an issue rather than push for a sale, and understand that service opportunities ARE sales opportunities. You know when your prospect just isn’t ready for the product you’re selling – and you know they might be down the road. If they’re not ready to buy, you’d normally... 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
In case you haven’t heard, I wrote a book! The Mongrel Method sums up my knowledge of sales and marketing techniques in our new tech-addicted society. Elsewhere on the website (like here) you can get the first chapter free. But it you want to hear more about the book and why I thought it was... Read More
