Apple products were the key Apple’s success, how do you explain the fact that people flock to the stores to buy Apple products at full price ? Even when Wal-Mart, Best-Buy, and Target carry most of them, often discounted in various ways. Amazon carries them all--and doesn't charge sales tax. A raft of recent surveys… [more]
New strategies and programs for Social Selling. Gary Ambrosino, a well-known SaaS executive, tells how to set up, manage, and harvest a sales process that increases sales. Business-to-business and business to consumer marketers and sales professionals will be interested.
Changes to the sales process and funnel management are well under way. Consumers now rule what once was a sales-rep driven process. In the 2009 article "The Consumer Decision Journey" McKinsey & Company point out that the familiar sales funnel selling has given way to a much more buyer driven process. You can also find… [more]
The traditional sales funnel is becoming obsolete, replaced by the new model of consumer-based trust selling and sales prospecting. According to McKinsey & Company "(The) outreach of consumers to marketers has become dramatically more important than marketers’ outreach to consumers.” The conventional approach of inside and direct sales organizations doing outreach and targeted prospecting has been less and less effective. It is being replaced by consumer driven "inbound sales" where prospective customers reach out to marketers and sellers where and when they are ready. The emergence of the social web has made this a practical replacement for old fashioned sales techniques.
The reality is the top of the sales funnel is a veritable "death zone" for leads. On average, only about 17% of leads make it out of the top of the funnel to become genuine sales opportunities. I started using the "death zone" label after realizing the majority of the time and effort spent by many… [more]
Every great sales rep intuitively senses the pivot point momentwhen they’ve built enough trust in a prospect that they know the deal will close. You know who these reps are - - they are the top performers on your team How about your sales team - - do you make this successful practice by making… [more]
In Part 1 we took a look at Inside Sales Cost (ISC) and the Lead Generation Effect - - the idea is that ISC keeps increasing as the number of leads you generate goes up as you hire more and more people to keep up with the growth - not a sustainable growth strategy. Let’s… [more]
The biggest change in marketing over the past few years has been the shift of focus to Inbound Marketing. Dharmesh Shah and Brian Halligan do an awesome job in their book Inbound Marketing teaching us all how to use the web SEO as a great untapped resource. The very positive result ? Thousands of companies large and small… [more]