Browsing All Posts filed under »Buyer 2.0«

Is Cold Calling Dead? More Importantly Who Gets to Kill it?

July 7, 2014

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Is Cold Calling Dead? Cold calling is dead, at least as we know it, according to Forbes contributor Ken Krogue. Wait a minute, perhaps not. Matt Heinz, President of Heinz Marketing, blogger and author, holds the contrary view in his post If you think Cold Calling is Dead, You are Doing it Wrong. As it happens, for […]

The Business Buyer Manifesto

May 1, 2014

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As our own business grows, I find myself more frequently in the role of a business buyer. It is a stark reminder of why we do what we do at Artesian. CC Bloom Syndrome A meeting with a potential supplier, only a few days ago, was a classic example of what will now be forever […]

Social Selling: Why 2014 is the Right Time

January 2, 2014

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Social Success According to a 2012 study from the Aberdeen Group, those that have adopted a social approach to selling are achieving far betters results than those that have not. Look at quota attainment, customer rentention even forecast accuracy and social sellers come out on top. As we enter another New Year, social sellers are proving to be more successful. […]

Selling Trust: Social Selling in the Insurance Industry

November 18, 2013

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Selling Trust   When I was asked to speak on social selling to a group that comprised senior executives from the insurance industry recently, the immediate and obvious subject was trust. After all, It is difficult to think of an industry more dependent on trust. With this in mind, I reached out to my network for ideas and I was directed towards three great reference points. Firstly […]

Death of a (Maverick) Salesman

October 28, 2013

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‘The only thing you got in this world is what you can sell and the funny thing is you are a salesman and you don’t know that’, Arthur Miller, Death of a Salesman, 1949 Sellers Beware In Daniel Pink’s To Sell is Human, Pink suggests that buyers and sellers have moved from caveat emptor to  caveat venditor.  Sellers are […]

Social Selling: Is it Really New?

October 7, 2013

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Social Selling in the 60’s I find myself speaking a lot on the subject of Social Selling but whilst the technology, the media and platforms are new, much of what we mean by Social Selling is not new at all. As a living and breathing example of this let me refer you to businessman Harvey […]

The future of Sales is to Stop Selling

July 30, 2013

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Buy One, Not Two, Half Price I am currently working with a business that goes to great lengths to help their customers buy less of their product. That’s right, their sales reps will spend time getting to know you, understand your business, demonstrate how they can help and then do what they can to shrink […]