Category: Revenue Generation

Are you Ready to Sell to Gen Z?

There has been so much written about the Millennials that I’m afraid we aren’t getting ready for Gen Z. They have hit the workforce and although probably not decision makers yet, they are individual contributors and their opinion matters. They don’t know a world without smartphones and technology. They are used to connecting and communicating in less personal ways; text, email, slack and chat. So, what does this mean for ...

July 15, 2019

Why are we Still Doing Disrespectful Demos?

Using the word disrespectful may seem harsh, but I need to get your attention. I’m tired of seeing Sales Reps., Sales Engineers, Solutions Consultants and Technical team members be disrespectful of the prospect’s time and intelligence while demoing their product. According to CEB, “57% of the purchase decision is already complete before the customer even calls the supplier.” If we know this (and we do) then why aren’t we putting ...

July 12, 2019

What’s Working?

Video is working! More and more of my clients are using Vidyard to send prospects and customers customized video messages as part of their outbound prospecting strategies. This gives them the opportunity to put a name and face to the emails and VMs they’ve been using to connect with the prospects. It’s makes you a person and not just a sales call. Here are some things to consider when creating ...

April 8, 2019

You’ll Never Know if You Don’t Ask

I was working with a couple of reps. last week helping them prepare for a very important onsite demo with a large prospect. They had smartly scheduled a call with an IT influencer to make sure they had their presentation and demo all buttoned up. The sales reps. were a bit concerned going into the call that the IT influencer might not be on their team and they were going ...

February 2, 2017