Sales 2.01
Sales 2.01 addresses some additional thoughts on the Sales 2.0 conference, the focus is on enabling customer self-service
Sales
Tips For Handling Referrals
Nurturing Referrals Is Critical to Growth Nurturing referrals is a critical activity for every entrepreneur. A referral is an introduction to a prospect with an endorsement. They come from shared success with your customers or colleagues, someone who knows your potential and can vouch for you or your team’s ability to deliver. These individuals are
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Networking and Referrals
This is a guest post on networking and referrals by Steve Moore of SPMSolutions. Networking and Referrals Networking and referrals remain the primary marketing strategy for many community-based small businesses (especially those with limited budgets). In contrast, many technology-oriented small businesses rely more upon online forums, social networking sites, user groups, etc., to reach potential
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Great Demo on September 13, 2008
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Saturday Sept 13, 2008, 8:15 am – 1:00 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 Register Here This is an interactive workshop with Peter Cohan geared especially for startup entrepreneur. Bring
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Information That’s Not Written Down
There is a category of information that’s not written down (yet). It arises in private conversations, email, talks in more informal settings. It’s a tremendous source of competitive advantage on new and emerging markets.
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You are a Doctor not a Salesperson
Act like a doctor not a traditional high-pressure salesperson. Diagnose before you prescribe and always act with integrity.
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Cohan’s Advanced Topics Workshop on March 8, 2008
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! In response to requests for assistance on demo delivery we have added an afternoon session to our March 8 Great Demos workshop. If this is your first exposure to the Great Demo come for the morning
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A World Built by Scientists and Engineers But Run by Salespeople
“We live in a world built by scientists and engineers, but salespeople run it.”
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Inside Sales 2.0: A Report From the Front Lines
Francis Fischbach attended the first Sales 2.0 conference in November of 2007 and blogged about it in “Inside Sales 2.0: A Report From the Front Lines.”
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Five Things to Remember When Selling A New Product
As you develop your presentation–and more importantly refine it in response to feedback–here are five things to remember when selling a new product.
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Cohan’s Great Demo on March 8, 2008
For next Great Demo Seminar by Peter Cohan see https://www.skmurphy.com/services/workshops/ Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for startup entrepreneur. Bring a copy of your demo and be prepared to present it. As
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Understand, Believe, and Act
A useful basic sales model start with understanding the process that your prospects go through to make a purchase: understand believe act.
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Jerry Weissman On Persuasion: Getting From Point A to Point B In Your Presentation
Jerry Weissman’s model for a successful presentation takes the audience on a journey from Point A to Point B: from uninformed and skeptical to persuaded and ready to act.
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SaaS Requires Excellent Support Not Upselling to Proliferate
Rich Mironov profiles Replicate Technology (a current client) in Service Revenue and Upsell Marketing” and mischaracterizes–in our opinion–their strategy as upselling or upsell marketing.
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Tips for Hiring and Firing a Sales Person
Peter Bakonyvari, VP Sales at JPMorgan SymPro, explains the practical realities of building a sales team: In particular firing a sales person.
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