Selling to Big Companies Blog

Top Sales Resources - June, 2008

Top Sales Experts, Summer Edition

This excellent ebook features articles by everybody who is anybody in sales today. You'll find articles by Keith Rosen, Joanne Black, Jonathon Farrington,  Wendy Weiss, Paul McCord and Dr. Tony Allesandro.

Sales SheBang 2008 speakers featured in this ebook include Kim Duke, Colleen Francis, Leslie Buterin, Kendra Lee, Anne Miller, Lori Richardson and me. Click to download your free copy.

Why Marketing Stories Have Catch

In this excellent ebook, Ardath Albee shares how you can use stories with Catch Factors to transform buyer attention into engagement and consistently tip purchase decisions in your favor.

Click to download your copy. While you're there, stay a while to read Ardath's always insightful articles. If she's not in your RSS feed today, she should be!

Sales Secrets eCourse
Sales expert Colleen Francis of Engage Selling offers a free 10-day intensive eCourse when you subscribe to her newsletter. Colleen's advice is rock solid. I know you'll get a lot from it! Click to sign up now.

 

Top Sales Resources, April 2008

Can LinkedIn Increase Your Sales?
by Jill Konrath, Selling to Big Companies

If you're wondering if social media is worth it or a waste of time, check out my newest ebook. Learn how others are leveraging LinkedIn to connect, create opportunities and more. Click here to get your copy.

Prospecting is Changing
By Nigel Edelshain, Sales 2.0

This excellent ebook focuses on ideas & strategies you can use to harness this change and to tilt the playing field your way.  Download ProspectingIsChanging.pdf

67 Tips for Presenting Like a Pro
By Anne Miller, Chiron Associates

Written by a top presentation expert, this ebook is filled with golden nuggets that will keep you on top of your game. Download PresentingLikeaPro.pdf

Top Sales Resources - March, 2008

Decisive Presentations
This FREE 1-hour online program by presentations expert John Windsor of Creating Thunder is excellent. It's designed to help salespeople make a stronger, more compelling  connection in their presentations to customers, clients, and  prospects.

You will gain valuable insights that will significantly impact your sales success. Click here to go to the launch page.

Cold Calling 2.0: The Next Generation of Prospecting
Check out this white paper written by lead generation expert Marguerite McLeod-Fleming of The Result Source. You'll discover new strategies and tactics that integrate technology, sales process improvement and collaboration to achieve extraordinary cold calling results.

Definitely worth reading. Download it now.

What Sales Really Needs from Marketing

I was just reading John Jantsch's article on Those Idiots in Sales Just Don't Get It! on the Duct Tape Marketing blog.

Since he was clearly talking about me - and most likely you, if you're reading this - I felt an overwhelming need to respond quickly to set the record straight. 

The issue is with MARKETING. That's right. They don't know what sales needs. And the stuff they give us to do our job doesn't work in today's business environment.

That's why I wrote this ebook, What Sales Really Needs From Marketing: 7 Strategies to Get More & Better Prospects in Your Sales Pipeline.

Make sure the Sales & Marketing leaders in your organization read this ebook today. It will definitely get them talking!

Download What-Sales-Needs-from-Marketing.pdf

(P.S. John also wrote a post on Those Idiots in Marketing Don't Get It. Both of us are trying hard to get sales & marketing together.) 

Award-Winning Ebook

It's always fun to be part of a winning effort - and especially when it's a Gold Medal awarded by Marketing Sherpa for best B2B Opt-In Email Campaign.

Last August, RainToday published an ebook called, The One Piece of Advice You Can't Generate Leads Without. It featured articles by 10 top lead generation experts including me (Jill Konrath), Ardath Albee, Brian Carroll, Mike Schultz, and Roy Young & Ann Handley from MarketingProfs. Over 10,000 readers have downloaded this ebook since that time, making it a tremendous success.

Good Sales Resources

Check out these resources. I know you'll find them worthwhile.

How to Write a B2B Complex Sales Lead Generation Letter that Attracts Sales-Ready Leads
Jim Logan of the Accelerate Business Group has just published the 2nd edition of this excellent special report that shows you how to use direct mail to create more sales opportunities.  Download your copy now.

Creating Digital Footprints Your Prospects Can Follow
This ebook by Harry Hallman of Octane Interactive provides a good overview of the multitude of digital strategies your company can use to augment and drive your marketing and sales process. Click here to get your copy.

Webinar: Trash Talk & Delete Buttons

A Candid Look at Marketing From Your Prospect's Perspective

I don't often speak to marketers, but when I do I'm a bit tough on them. My focus is always on how they can help the sales force increase their prospect base, speed up sales cycles, improve sales productivity and win more sales.

In short, I think there are soooo many things that they can do that will really have a measurable impact. But in many cases, they just plain miss the boat.

If you check out this recent webcast of mine, you'll discover what I have to say about to Marketing about:

• What it takes to capture the attention of today's time-starved corporate decision makers who are expected to do more, in less time and with fewer resources.
• The new "Rules of Sales Engagement" that will totally transform their lead generation strategies.
• What your salespeople need from you to radically impact their ability to turn leads into sales.

Feel free to share this with the marketers in your organization. And, if you're in sales, I guarantee there will be some fresh information in here for you too!

Listen to Trash Talk & Delete Buttons now.

Sales Ideas from World-Class Coaches

The Elite Advisor has pulled together an ebook featuring an all star cast of world-class sales coaches. In it, you'll find these excellent articles:

• Salesperson or Trusted Advisor?, Bill Bachrach
• But I Could Never Sell, Bob Burg
• The Brand Called You, Peter Montoya
• Creating Value in the Age of New Wealth, Dan Sullivan
• You Can Ask for Referrals Without Begging, Bill Cates

My article on Secrets of Top Sellers is also included. To read the entire ebook, click here:

Download SalesIdeas-WorldClassCoaches.pdf

Catch Me, If You Can

That's the name of this excellent new ebook by Ardath Albee of Marketing Interactions. In my opinion, Ardath is one of the best voices out there today on how marketing can nurture leads till they're ready to hand off to sales. She "gets it" - if you know what I mean.

In Catch Me, If You Can, she explains the Five Catch Factors that determine if a prospective customer pays attention to your messaging or not. It is so aligned with my philosophy, that I suggest sellers read this ebook. Additionally, forward it to your marketing colleagues. They need it!

What Sales Really Needs from Marketing

On LinkedIn today, Bob Apollo posted a question about "problem marketing." It's been a pet peeve of mine for an eternity. In fact, that's why I wrote this ebook last year.

To be successful, Marketing needs to work hand-in-hand with Sales. But this happens far less often than it should. If Marketing had its way, we'd all be talking about our unique methodologies, robust systems and one-stop shopping. With today's customers, that just doesn't cut it.

Whether you're in Sales or Marketing, you'll find ideas that can stimulate much-needed discussion. Download "What Sales Really Needs From Marketing".