Categories

Archive

Crossing the Great Divide: Build Markets for Products Through Geniune Collaboration with Prospects

Where’s the dividing line between sales activity and other activities with customers and prospects that may appear to benefit sales, but, ultimately prove to be detrimental? In my opinion, successful enterprise sales strategies for today’s markets require a willingness on Read more ›

Manage White Label, OEM & Direct Sales Efforts to Minimize Unhealthy Collisions within Accounts

Injecting while label and/or OEM indirect sales channels into your distribution architecture can do lots for boosting sales volume and effectiveness. Why? Just consider the old cliche “it’s not what you know, but who you know that counts,” you will Read more ›

The Importance of Track Record to Successful Repeat Business with Enterprise Class Businesses

It’s absolutely essential that your first successful sales into enterprise class business prospects are completely successful for your customers. Whether you’re placing a piece of computer hardware into Clorox, or you’ve just closed a complex sale of hardware, software and Read more ›

Share Topics and Use Discussion Groups to Further Qualify Prospects as You Work on the Complex Sale

As I noted in an earlier post, the “Share” feature of typical Social Media (like Google+) delivers useful benefits to marketers working on the complex sale. Present appropriate and engaging topics germane to your product or solution to attract the Read more ›

Control Lead Generation Quality to Control Sales Results

The quality of leads generated through a business’ promotional efforts (including sales leads delivered from staff efforts) is very important to the actual results of sales efforts. Save a lot of time and a lot of money: make certain that Read more ›

Best Practices: Outbound Teleprospecting for Complex Products Post #2 — Where Time Matters

When time matters (for a company with a complex product for enterprise customers), and capital is limited, the lead generation strategy should be built, at least in part, around outbound teleprospecting, but without an effort to survey prospects. I am Read more ›

Best Practices: Outbound Teleprospecting for Complex Products for Enterprise Business

As I have written earlier in this blog, a teleprospecting campaign can yield substantial results for sales of complex products targeted at enterprise business prospects. These substantial results can amount to high quality sales leads, depending on how successfully the Read more ›