Lucky Bounces

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Lucky BouncesSales Management

by Rusty Williams on 10 October, 2013 with 0 comments
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Our goal for the day was to rekindle some contacts the previous sales manager had been pursuing last spring.  It got frustrating quickly.  About half of the emails we sent bounced back within seconds.  We were obviously working with stale data.  Many of the contacts were gone.  We nearly abandoned the project but then thought …

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Winning Against Your Biggest Foe: the Status Quo

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Winning Against Your Biggest Foe: the Status QuoHuman Nature, Sales Management

by Rusty Williams on 29 August, 2013 with 0 comments
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Who’s your competition?  Ask a newly minted sales rep that question and they’re likely to pull out a chart with a list of several products and features neatly organized into columns with checks and circles.  Of course there will be checks next to their product and lots of blank boxes next to the other options. …

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Helping Decision Makers Make Decisions

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Helping Decision Makers Make DecisionsMarketing, Sales Management

by Rusty Williams on 9 May, 2013 with 0 comments
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As a sales rep your job is to get an purchase agreement signed.  And then another.  And another.   At the same time you need to be sensitive to the timeline and pressures faced by buyers to make the right decision.  You want to reach an agreement that the buyer feels good about and creates a …

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Opportunity Cost

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Opportunity CostSales Management

by Rusty Williams on 24 April, 2013 with 0 comments
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Opportunity Cost “the money or other benefits lost when pursuing a particular course of action instead of a mutually-exclusive alternative” (from Dictionary.com). This is one of the first principles you learn in economics.  If you choose to pursue something it means, by definition, that you’re choosing NOT to pursue everything else.  Time is mutually exclusive. You need to …

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Positive Negative Churn

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Positive Negative ChurnMarketing, Sales Management

by Rusty Williams on 8 March, 2013 with 0 comments
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-2 x -2 = 4. A negative number times a negative number is a positive number. We all learned that in math. It’s an important rule to keep in mind when you’re managing a SaaS business. Here’s why. I recently discovered the wealth of resources for SaaS businesses compiled by David Skok on ForEntrepreneurs.com.   One …

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We Sell Better Than Me

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We Sell Better Than MeHuman Nature, Sales Management

by Rusty Williams on 20 February, 2013 with 0 comments
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One of the inherent risks of social media, blogs, and the quest for thought-leadership is a me-centric view of the world.  This also evident in all the talk about “personal branding”.  There’s a very real tension between personal branding and company branding — more specifically who owns content produced by “thought leaders” while on the …

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Ditch the Script

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Ditch the ScriptHuman Nature, Sales Management

by Rusty Williams on 19 February, 2013 with 0 comments
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“Who’s the decision maker?”  The meeting had barely started, but our newly-hired sales rep had already launched into his script.  He said that phrase.  Verbatim.  To a prospect.  I cringed and sunk in my seat.  After an evasive answer by the prospect, the rep hit him with a follow-up.  The second question on his notepad: …

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Go Up to the Whiteboard

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Go Up to the WhiteboardHuman Nature, Sales Management

by Rusty Williams on 13 February, 2013 with 0 comments
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PowerPoint sucks.  That’s the common refrain.  But the reality is PowerPoint is actually quite amazing.  It can do anything — animations, photos, videos, charts — all wonderful tools to visually reinforce key messages.  That’s just the thing:  Powerpoint is a tool and you can use it well or you can use it poorly.  Most people …

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Scarcity and Love

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Scarcity and LoveHuman Nature, Marketing, Sales Management

by Rusty Williams on 7 February, 2013 with 0 comments
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Will you marry me?  With an outstretched arm the man slowly opens a box and the woman’s mouth drops open and tears fill her eyes.  Inside the little box is a ring with a clear rock glistening in a the evening light.  The rock, of course, is a diamond.  In our society it’s by far …

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Power to the Revenue Generators

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Power to the Revenue GeneratorsSales Management, Trendspotting

by Rusty Williams on 29 January, 2013 with 0 comments
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In recent years marketing has gone through a revolution driven by HubSpot, Marketo, SAP, Salesforce and others.  With prospects guiding themselves through 50% of the research before contacting a sales rep, this has become an essential part of maximizing sales.  But what about the other 50% of the journey from prospect to customer? Below is …

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