Browsing All Posts filed under »Social Selling«

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 […]

The future of CRM is here. What it is might surprise you.

February 3, 2014

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The future of selling I often post on the impetus for social selling; why sellers need to adapt to the changing world of the social buyer. I am not alone of course. It is the subject of any number of books including the New Handshake (Joan C Curtis, Barbara Giamanco) , eSelling (Sean Mcpheat) and is […]

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 […]