SUBSCRIBE NOW
Tag Archives: Sales 2.0
Gung Ho and the Coming Inside Sales Revolution
“If all a sales person can do is talk about the product, then for sure their job is at risk to technology . . . . The role of sales is going to have to evolve to [provide] a value-add, or otherwise they may well not be needed in the process.”
—Jim Dickie, CSO Insights.
A fascinating article by Selling Power’s Gerhard Gschwandtner recently explored the growing tension between technology and sales performance.
“We have entered the ‘displacement economy,’” he states, “where new technology drives out the old ways of doing business . . . The reality is that some companies are already leveraging technology, not to save time, but to save the high expense of keeping salespeople on the payroll.”
In other words, “Old guard” sales has a problem on its hands . . . .
Read more…
View Comments (2) Sales 2.0 – Psychology, Self-Selection, and “Getting There First”
I’ve read, heard, and studied lots of talk about the psychology of sales and marketing.
What makes buyers tick.
How decisions are made.
Prestige, Pleasure, Pain (relief), Profits, or Preservation.
But I was reminded today of another key psychological aspect of sales:
Get there first.
“Getting there first” is a simple rule that Paul Castain’s Sales Playbook talks about.
Want to be a budding (sales) rock star?
Get there first.
When it comes to lead management and generating new sales, showing up last is often worse than not showing up at all . . . .
Read more…
Inside Sales Best Practices: Don’t Mistake Click-Throughs for Real Results
Click-through rate is one of the most important pay-per-click Web marketing metrics. But be careful not to correlate click-through rates with actual success.
For example, which is better? Getting 1,000 visitors to your Web site, and converting 50, or getting 300 people to your Web site, and converting 30?
The answer is that it depends on how much it cost to get those 1,000 visitors and 50 conversions vs. the 300 and 30, and the total sales each scenario produced.
And in our experience, getting 300 carefully targeted, ready-to-buy, high-value site visitors seems to be the better choice.
In other words, it’s not always about getting visitors to your Web site, it’s about getting the right visitors. During one three- or four-month period a couple of years ago, we were pulling our best SEO and PPC click-through numbers we’ve ever had. An influx in marketing budget dollars . . . .
Read more…
What is Sales 2.0? – Part 1
I first heard of ‘Web 2.0’ from Chris Knudsen and Dave Beisinger, at a vidcast company called 10SpeedMedia. They were helping us make micromercials to test web video as a new lead generation media. They told me enough to get me very
Read more…
