You need net-new business to hit your number. Net-new business requires appointments. When sales reps fail to consistently schedule appointments it shows up at the end of the month. What does it take to get appointments? Could there be a way that is more effective,...
Every dealership wants to grow net-new business. However, using field sales reps as the sole source of prospecting leads to inconsistent results. That’s why most technology companies outside the office equipment industry have inside sales teams with Sales Development...
As a VP of Sales or Sales Manager, the number one driver of your success is recruiting a great sales team. If you don’t have great players, you’re going to struggle. A sales team is similar to a college football team. If the team recruits great players they are set up...
Today as the Arkansas Razorbacks get ready to play in the College World Series there is one thing I know for sure: the more at bats they get, the higher chance they will get on base and score runs. Whether you are a business owner, sales manager, or sales rep, you...
What do you sell? Every business owner, sales rep, and marketing professional needs to ask this question on a regular basis. The answer to this question is typically different than the actual products, services, or solutions you sell. Essentially, you don’t sell a...
At a recent industry trade show, I saw some ridiculous statistics about the effectiveness of email marketing. Yes, email can be highly effective. However, done the wrong way, it can be destructive. How do you take advantage of email to get results without the risks?...
Why do sales people win? Until recently, the primary points of differentiation for companies have been based on two factors: We provide great products We back them up with great service While that may be true, the challenge is that these provide little differentiation...
Do you want net-new business? Your buyers must see you and your company as credible. When asked what behaviors a seller could exhibit that would increase the likelihood of meeting or buying, more than 1/3 of the responses were related to credibility as presented in...
As competitive dealer principals, sales leaders, and sales reps, we all want to win. But in our highly commoditized industry it can be hard for buyers to differentiate between products that seem to have the same features and dealerships that all promise to deliver...
Are you frustrated that you're not getting more from your website? After all, everyone keeps quoting the stats that 94% of B2B buyers begin their journey online. And, if you hang out with me for more than 10 minutes, you'll be reminded of the Corporate Executive...
Hang around with me for any amount of time and you’ll hear about Buyer 2.0 and how buyers are on average 71% of the way through their buying process before contacting a vendor or sales rep. Why? Because when we have questions the fastest and most unbiased way to get...
Current research shows that 93% of B2B technology buyers look to Google as their first source of information. Given that reality, business owners that want to succeed need to consider their Search Engine Optimization (SEO) strategy. The good news is that Search Engine...
The older I get, the faster time slips by. Sometimes I wake up and realize things have changed. That’s how I felt when I read that the average age of a network administrator is 36 years old. Let that sink in for a minute. That means over half of the network...
On my way to and from the airport to speak to a group of CDA service managers in Austin, TX, I was forced to take a regular taxi since Uber and Lyft are not allowed in Austin for some reason. After several years of not having to endure taxis, I began to see the taxi...
In doing research for a presentation I’m doing for a Copier Dealer Association's service manager’s meeting, I discovered a statistic that should make all of us pay attention: 36 is the average age of a network administrator according to a recent New York Times...
In a similar way that sales reps drive appointments, businesses work hard to drive traffic to their websites in the hopes of converting visitors to potential sales leads. With effective Search Engine Optimization strategies, backed up by consistent blogging and social...
Do you have an annual marketing calendar for your business? Successful marketing programs have a calendar. This document begins with your business and marketing goals. It includes a full calendar of events, promotions, and product launches. It also lays out a monthly...
Smart businesses blog regularly on their websites to enhance their search engine placement, fuel their social media strategy and position themselves as subject matter experts. Sadly, many businesses miss key aspects in their blogs, sabotaging their effectiveness. Last...
Yesterday a successful business owner asked me an honest question: "Why should I care about blogging?" Traditional sales tactics are working well for him. The business is growing and sales reps are crushing quotas with tried-and-true prospecting techniques. "Is it...
Originally published by Darrell Amy on LinkedIn Pulse. Since the dawn of time sales people have possessed one critical skill: they are able to drive conversations. As we step into the bold new world of social selling, nothing changes. Until you start a conversation...
Originally published by Darrell Amy on LinkedIn Pulse. As I talk to businesses around the world I keep hearing frustration that there isn’t more customer loyalty. While our equipment and solutions get more sophisticated, the actual purchase gets more commoditized....
This is a picture of the Tandy TRS-80, the first computer that showed up on a rolling cart in my elementary school when I was in fourth grade. This started a journey for me that led to buying a laptop in my first year as a sales person so I could use Act. The...
As more businesses discover inbound marketing, they often jump to the benefits and overlook what has to be done to achieve those benefits. The concept of inbound is straightforward: providing useful information to your existing customers and potential buyers will...
Yesterday evening, I was visiting with a friend who is a project manager for a construction company that builds high-end homes. It got me thinking. How crazy would people think you were if you expected a new home to be built in one month? Yet that is sometimes...
In preparing for a previous webinar on New Green Marketing Strategies with Jordan Darragh of PrintReleaf, I've uncovered some very interesting data about the market for green solutions. I'll have to admit that until yesterday, I thought that "green" was nice window...
“We want to be on page one of Google!” As I talk to business owners every day, this is a common statement. But the question that always follows is, “What search terms do you want to get found for?” Typically, the answer is, “We want to get found for ‘product [insert...