Go-To-Market Strategy Mapping is the visual representation of the linkages necessary to construct routes to market through complex business eco-systems. In B2B sales, constructing a simple a clear Business Partner channel to market can be difficult and time consuming. Using GTM Strategy Mapping you can see the Partner profiles and interconnections necessary to reach your [...]
Jeff Thull, world renowned speaker and author of Mastering the Complex Sale and The Prime Solution speaks in Paris. Jeff delivered an outstanding 90 minute Keynote Address and ran 2 breakout sessions on Diagnostic Selling at GL Trade's Annual International Sales & Marketing Meeting, held at Disneyland Paris in January, 2006. Mastering the Complex Sale [...]
Here I am "data mining" in a corporate group. The idea is to ensure that everyone in the audience is 1) awake and 2) on the same page. After each presentation I go into the audience digging for gold: Take Aways or Ahas! I randomly select someone from the audience to give me (and the [...]
Working the room at Genuity International's Sales Kick-Off at the Hilton Charles De Gaulle Airport Hotel in Paris, France. Great, action packed program.What was significant here was the mixing of two very different and almost incompatible corporate cultures. One being highly command/control-centric and hierarchical and the other being very informal, open and individualistic or people-centric [...]
Here is the visual event plan of an up coming Sales Kick-Off that I am organising in January, 2006. Promises to be an exciting event. I will be MC and delivering a keynote entitled 10 Ways To Find More Prospects. Also I will be bringing to Europe one of the top US Sales Consulting "Gurus" [...]
At the end of the day Sales Performance is only sustainable if you have a deep and well qualified prospect pipeline to draw on. So why do we all spend so little time and effort prospecting? Why doesn't cold calling work? How do you convert a cold call to a warm call to a lead? [...]
This is me as Master of Ceremonies for BT Europe at their annual Sales Kick-Off Meeting in Vienna, Austria. Big Event, 350 people from all over Europe. As you can see, I was having some fun with the group. Can you read my Badge? "Perfect Master", which is a spiritually evolved "Master" of Ceremonies. Of [...]
Effective prospecting has got to be what separates the winners in sales from the rest. Effective Prospecting is the only way that I know of to achieve sustainable performance in sales. Nature gives us the basic rules but do we apply what we know? 'You can only reap what you sow'. So start sowing now. [...]
Releasing our organisations’ untapped potential is something that every President, CEO, COO, Business Unit and Team leader understandably wants more of. Everyone wants greater levels of performance, but how do you get it?
SaaS Sales Acceleration 2.0 is all about re-thinking the rules of the game. What worked yesterday almost certainly won’t work tomorrow. We are witnessing fundamental change, which includes Web 2.0 Marketing, the shift from the Sales Cycle to the Buyer Decision Process and the irreversible rise in the importance of social media and recommendation marketing.