“Without data, you’re just another person with an opinion.” W Edwards Deming Seers have been prophesizing the end of the world of traditional B2B Sales for a while now. Despite that, there are people on both sides of the fence, each with equally strong convictions. In most cases, their...
Are you seeing – A dramatic drop in conversations with new prospects (because – 90% of business decision makers don’t respond to any cold outreach) Sharply lower responses to phone calls (because – only 1% cold calls result in even preliminary meetings) Expensive and unpredictable ROI from Google Ads...
This post is for you if you are responsible for delivering the big numbers in a B2B-focused company. Yes, you -the sales leaders, the marketing heads, and everyone who feels the pressure of carrying a sales target, either directly or indirectly. Chances are that if pay heed to the...
As a B2B specialist social media agency, we get many opportunities to interact with several business owners and marketers to discuss about how the dynamics of sales are changing, what is the impact of social media and content marketing on that, how are companies adapting to the new ways...
“What about the good leads?…. But these leads are s**t. They’re old…I’ve seen them 100 times…..What about the new leads, huh? The new leads, the Glengarry leads.” – Shelley (The Machine) Levene (the Jack Lemmon character in Glengarry Glenross) You can almost sense the rank desperation of the aging...
Today’s competitive business landscape is in a state of constant flux. The increasing adoption of technology and the rise of the digital enterprise are fueling the change in how B2B businesses are selling to one another. With customers becoming more demanding and wanting greater customizations and personalization, B2B sales...
As a sales guy, one of the things that you are almost inevitably going to encounter is the price objection. This is always a tough one – not least because it usually crops up at the fag end of what is often an exhausting sales cycle. After months of...
Through Midas Touch, the B2B specialist social media agency which I run, we have worked with several B2B organizations – especially in the technology space. We have strategized and executed several social media initiatives and have seen tremendous success. We all know the stats as well – 57% of...
Over 20+ years I spent in the B2B sales trenches, I maintained a healthy suspicion of “Marketing”. Now that I am the co-founder of a B2B specialist social media agency, I freely confess to a sea change in that attitude. This history does help us, though, as we engage...
Full disclosure – I have never visited a butcher but this story I heard about one tempts me to confer the title of “Sales Guru” on the protagonist! The story goes something like this: Commodity An old lady in a village went to the market to buy supplies for...
