Selling to Big Companies Blog

How to Develop & Deliver an Enticing Presentation

When GoToMeeting asked me to host a webinar on How to Develop & Deliver an Enticing Presentation, initially I was a bit hesitant. After all, I haven't talked about this stage of the sales process for a long time.

But as luck would have it, I was the victim of two very disorganized non-enticing online sales presentations in the days following the invite.  And to make matters worse, the hapless sellers had no idea how badly they'd bungled their opportunity.

Suddenly I had a lot to say!  And if you'd like to listen in on the webinar, you can hear me talk about how to:

• Avoid costly presentation mistakes that can delay or derail your sales efforts.
• Craft a compelling value proposition that catches and holds the decision maker's interest.
• Demonstrate your expertise without sounding like a product-pushing peddler.

Click here to view the webinar now. (Registration is required.)

Marketing for the Complex Sale

I'm in the midst of hosting a series of webinars over on Marketing Profs - the premier website for marketing professionals.

What's a sales expert like me doing with marketers? Helping them help their sales organizations shorten their sales cycles, improve sales productivity and generate increased sales.

It's really tough selling to corporate accounts these days and salespeople need all the help they can get. Here are the upcoming sessions:

Jan. 17th at 12 noon ET
Buyer Personas: A Smart Way to Align Sales & Marketing
With Adele Revella, an expert in go-to-market strategies

Feb. 6th at 12 noon ET
Key Tools that Bridge the Gap Between Sales & Marketing
With Michael Nick, author of ROI Selling & Why Johnny Can't Sell

Each session is $129, but if you get an annual membership for only $249, you can listen to weekly webinars with marketing experts for free. Plus you also get access to their awesome library of articles and previous webinars. 

You know what you'll find in that library? My previous session on Get More Customer Mindshare: Developing a Rock-Solid Value Proposition and lead generation expert Brian Carroll's webinar on How to Develop a B2B Lead Nurturing Program that Really Works.

Avoiding Product/Service Launch Mistakes

If you're coming out with new products or services early in 2008, you'll want to listen in on this 10-minute interview I did recently with Dan Walker from Sales Rep Radio. Here are some excerpts from it:

"Why does a top-notch new product or service that's priced right and introduced at an opportune time end up as a marginal success, or even worse, a dismal failure? Unfortunately, it's because most companies make some pretty significant but easily avoidable mistakes at launch time.

"I can't tell you how many times I've seen a company's launch process actually create obstacles or delay the decision for months. Both Marketing & Sales need to make changes if they want to jumpstart their new product sales.

Click to continue listening.

The Sales Hunter & Me

While speaking at Ball State University recently, I met "The Sales Hunter" - a real sales pro whose real name is Mark Hunter. I wanted to introduce you to him, because he's using YouTube to share his expertise. Check out the Sales Hunter Channel to get more ideas on sales success.

Mark also interviewed me for NARMS (National Association of Retail Marketing Services). Here's the link to this 10-minute podcast on Helpful Ideas for Selling to Big Companies.

Enjoy!

Webinar: 7 Critical Sales Strategies to Get Into Big Companies

Thursday, June 7th
1 pm EDT, 12 pm CDT, 11 am MDT, 10 am PDT

Please join me in this upcoming webinar sponsored by Landslide Technologies. 

You'll learn seven new strategies that you can use right away to crack into corporate accounts, shorten sales cycles and differentiate themselves from competitors. These strategies go against conventional wisdom, but that's why they work.

Learn more or register now. It's free!

Listen Up!

Or should I say, "Listen in." A couple new websites launched recently that should be of high value to people who sell. In both cases, I've been a guest expert. I highly encourage you to take a look at both sites and check out my interviews.

Clayton Shold, founder of Salesopedia - a new website that focuses on "The World of Sales from A to Z" - interviewed me as his initial guest when he launched in February. In this podcast, I talk about the challenges of selling to the corporate market. You'll find a wealth of info on this site!

Jonathan Farrington, the brains behind the recently launched Top 10 Sales Articles website, interviewed me as his first guest on his new BlogTalkRadio show. John also reviews some of the top sales articles submitted that week. This new website will be adding more good content every week, so it's definitely worth visiting.

Podcast: Sales vs. Marketing

John Jantsch, Duct Tape Marketing guru recently interviewed Brian Carroll, author of Lead Generation for the Complex Sale & me about what sales really needs from marketing.

After years of being on the receiving end of grossly inadequate marketing and even more years of working with marketing to ensure sales had the necessary tools at launch time, I have a few things to say about this topic! Brian also has strong opinions on what marketing can do to create & nurture leads before handing them off to the sale force.

Listen to the podcast now. (approx time - 1 hour)

P.S. John Jantsch's new book on Duct Tape Marketing: The World's Most Practical Small Business Marketing Guide will be available shortly. If you pre-order it , he's offering all sorts of  extra goodies. It's definitely worth checking out.

Business Week - Podcast

Michelle Nichols, the Savvy Selling Columnist for BusinessWeek Online just interviewed me in her new masters of selling podcast series. She asks about my secrets for Selling to Giants. As you can imagine, I have a few thoughts on the subject. If you have a few minutes listen to it now or download it to tune in later.

Sales Roundup Podcast

Sales Roundup interviewed me the other day on strategies sellers can use to crack into corporate accounts. As you can imagine, I had a few thoughts on the topic.

You might also want to listen to Joe & Mike (the sales guys) talk about what to do if your hot prospects have stalled out and you're Stuck in the Mud!

Cracking Corporate Accounts

What does it take to get into big companies these days? Dan Walker over at Sales Rep Radio recently asked me that question. Check out my interview on Cracking Corporate Accounts. It's less than 10 minutes long. But I talk fast so you'll find lots of good info packed into a short time period. Listen to the podcast now.