Guest Post by Contributing Author Ken Presti
As technologies become more complex, so do the means by which those technologies are sold. Expertise varies, and there is a point at which sales efforts are conducted in teams consisting of a sales rep who deals with the contractual element, and the sales engineer who handles the technical heavy-lifting.
Sales Reps are about the overall value proposition. They will hunt you down like a dog, identify your pain points, and come up with a basic idea of what you need, how much it costs, and how to finance it, if need be. In most cases, small businesses without complex technology needs will never see a sales engineer unless they pull-up next to one at a stoplight. But nonetheless, some small companies are big users of complicated applications. Therefore, the integration piece, the legacy software and devices involved, and your sheer value as a customer might generate a visit from an SE.
Read More »
Tags: partner, sales, small business
On Feb. 3rd, Brian Fetherstonhaugh, Chairman and CEO of OgilvyOne facilitated a WebEx featuring a panel of thought leaders who shared their knowledge and experiences in using social media to create powerful sales strategies. In part one, Brian shared some amazing research about the changes social media has made to the sales cycle. Today, in part two, we’ll hear from the panel. You can listen to the entire WebEx here.
Meet the panel:
Sam Decker: founder of Mass Relevance. He worked with Dell on their ecommerce engine and also was CMO of Bazaarvoice. Now he is curating content. All of the millions and billions of pieces of content around the world, he pulls it together and curates it so that marketers and salespeople can engage with buyers.
Barbara Weaver Smith: founder and president of The Whale Hunters -- a strategic sales coaching firm. They help small businesses grow explosively by finding bigger customers and signing up bigger deals.
Sergio Balegno: director of research with Marketing Sherpa and MECLABS. His company has a phenomenal repository of over 7,000 case histories for the marketing and sales community.
The discussion in Part One focused on how the sales/buying cycle has really changed because of social media. As a result, selling has changed too. In part two, the discussion turned to evidence of this change and tips for dealing with it.
Is this change in buyer behavior happening in small businesses as well?
Read More »
Tags: advice, business advice, event, Guest, marketing, sales, selling, social media, WebEX
On Feb. 3rd, Brian Fetherstonhaugh, Chairman and CEO of OgilvyOne facilitated a WebEx featuring a panel of thought leaders who shared their knowledge and experiences in using social media to create powerful sales strategies. In part one (below), Brian shares some amazing research about the changes social media has made to the sales cycle. In part two, we hear from the panel. You can listen to the entire WebEx here.
Today we have some research and insights on how the whole area of buying and selling are changing. We’re going to talk about digital body language, the new form where you can observe, interpret, and respond to the buying signals that your customers and prospects are selling.
We will talk about how to use social media to sell, whether it’s Facebook, Twitter, YouTube, LinkedIn. How can you actually use social media not just to engage, but to actually get down and sell? Our terrific panel will be sharing some of their own experiences and some case histories of people using social media effectively to sell in the marketplace.
In the fall of 2010, OgilvyOne wanted to know how selling was changing as the world went digital. Read More »
Tags: event, Guest, market research, sales, WebEX
Partners who implement Smart Care may realize 2-3 times the growth in services margins and be entered into a drawing for one of 10, $500 gift card prizes.
Travel through the galaxy by clicking on the image:
Click on the SUN for Smart Care program details
Click on the ARROW to see the Accelerate Smart Care training program and incentive contest details
Click on the PARTNER PLANET to see the criteria for outrageous success
Click on the COMET to see partner testimonials and tips for implementing Smart Care
Partners who learn to sell Smart Care services beat their competition!
Partners active in the Accelerate Services Sales Program see increases in attach and renewal rates!
Partners who play earn points towards COOL prizes!
Learn how to propel your US&C Smart Care services and increase your margins
Tags: contest, partners, sales, Smart Care
Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. We are presenting Tom’s information in a series of blogs. Today, in part two, he talks about the five most common mistakes people make when selling (or persuading) online. Part one previews is Tips for Selling Online and part two features the Five Most Common Mistakes Made Selling Online. You can listen to the entire WebEx event here.
In today’s final look at Tom Drew’s advice, we have summarized his 10 Best Practices. While still in his voice, this is a high-level summary of his talk. If you watch the recording, you can see his visual examples that support these ideas.
When you are hosting an online meeting, the chances of you losing the attention of your audience are very high. Getting your attendees attention and keeping them engaged is the key to success when selling online. Read More »
Tags: Guest, sales, Tutorial, WebEX