This is my fourth note in a continuing series discussing the five considerations that sales reps must employ when selling in today’s world. They are pull versus push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at disciplined timing. Disciplined Timing Discipline is necessary when communicating, whether it’s daily, weekly, […]
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2nd Consideration In Selling Today – Media Choices
Posted by David Wallace on January 19, 2022
This is my third note in a continuing series discussing the five considerations that sales reps must employ when selling in today’s world. They are pull versus push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at media choices. Media Choices Which media or combination of media should you use […]
Read More1st Consideration in Selling Today: Pull and Push Marketing
Posted by David Wallace on January 12, 2022
In my last post, I identified five considerations that sales reps must employ when selling in today’s world. They are pull and push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at pull and push marketing. Pull versus Push By some estimates, customers and prospects conduct nearly half of their […]
Read MoreDo You Drive Customer Success?
Posted by David Wallace on November 12, 2021
Many companies focus on marketing and sales. After all, marketing helps you understand on your markets, find prospects, and communicate your message so that they become receptive to your products and services. Sales uncovers prospects’ needs, develops solutions and drives revenue by applying those solutions to meet the customers’ needs. However, once the sale is […]
Read MoreUse Marketing to Supercharge Your Sales Engine!
Posted by David Wallace on July 27, 2021
I’ve seen it many times. Perhaps you have too. Sales teams can’t find the business they know is out there. They can’t reach their prospects. Or, they reach prospects who never become customers. Or, their message is not compelling enough to get through. Often, the problem isn’t with sales. The problem is poor marketing. In […]
Read MoreAre Your Revenues Growing… or Stagnating?
Posted by David Wallace on May 19, 2021
As companies grow, what’s made them successful in the past does not necessarily drive success in the future. I find companies reach an inflection point where, if they continue doing what has gotten them to where they are today, customers become harder to find, sales take longer to close and revenue growth slows. To recharge […]
Read MorePandemic Sales Trends
Posted by David Wallace on November 17, 2020
Four B2B sales trends have developed during the COVID-19 pandemic. I think they are here to stay. Planning. Most customers and prospects are working from home, so it’s easy for them to ignore your calls. Many, if not most, do not want to see sales reps, even if they are working in the office. As a […]
Read MoreDeveloping Trust in the Age of Covid-19
Posted by David Wallace on October 28, 2020
In response to my email last week, Selling in a Pandemic, one reader asked, “How can a sales professional can build trust with potential buyers without personal contact? “For me, I am thinking about more Zoom type meetings.” Zoom and other video-based tools are certainly important in building trust. The face-to-face interaction allows for communications […]
Read MoreWhat’s Your COVID-19 Response? Bridge the Social Distance
Posted by David Wallace on October 22, 2020
Efforts to halt the spread of COVID-19 by using social distancing are forcing all of us to work differently. Sales included. Gone (for now) are face-to-face sales calls; trade shows to present our products and solutions; and conferences to meet vendors, suppliers and industry experts. Many businesses now require personnel who can work from home […]
Read MoreSelling in a Pandemic
Posted by David Wallace on October 21, 2020
Since time immemorial, sales have been intimate, personal interactions. Sellers knew buyers. Buyers knew sellers. Transactions were conducted face to face. Trust formed the basis of long-term sales relationships. More recently, advancing technology has caused sales relationships to evolve. Buyers are becoming more self-sufficient as the speed of information increases. The need for salespeople to […]
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