How you can fix "Sales Despair"

Posted by Paul Rosham on 24/11/2017 9:00:00 AM

If you read the Harvard Business Review, you'll know "solution selling" (popular as a sales strategy from the 1990s) isn't as effective as it used to be.

In the Business-to-Business (B2B) buying environment, things have changed so much over the last few years; older sales and marketing methods have "gone over the cliff" when it comes to being able to generate lead flow, identify profitable opportunities and shorten the buying cycle.

So, if your sellers are sitting at their desks with heads in their hands, they may be experiencing "Sales Despair".

  • They are demoralised
  • They wonder why nothing works
  • Or, they're reading Facebook
  • Or, they're trading bitcoin

...anything to get their minds off how they can't win business from new customers ( - and generating growth).

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Topics: Sales Process, Inbound Marketing

Sales Process is a big data problem

Posted by Paul Rosham on 05/09/2017 8:43:00 AM


If you've been there, there's nothing like the feeling of answering a call from a potential client, who reveals to you their most pressing problem - something that fits perfectly with your main product or service.

They let you know that they have a large budget; a project allocation; they need a hand preparing a presentation for the key stakeholders (and they'd love a hand to prepare it, hit, hint!) - they also needed it delivered and finished in 2 month's time.

"Abracadabra!", you must have pulled a rabbit (or a new sale), out of a hat!

If you've built up "trusted advisor" status over years with an existing client you might get an experience like this. If you need to build this experience sooner, you'll need to work hard in many areas.

If you haven't, then you'll need to work out what's wrong with your sales process - where and how you need to adjust.

If you aren't collecting any data in a way that helps sellers and management, then you'll struggle to do anything.

There are two critical elements: asking the questions (so you can collect the answers) and building trust (so you're trusted to take the next step with your prospect).

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Topics: Sales Process, Inbound Marketing

In sales, timing is everything

Posted by Paul Rosham on 22/08/2017 10:06:00 AM

In sales, timing is everything. Especially when engaging a prospect to see if they would make a good prospect for your business.

You need to choose a perfect time to call a prospect.

When they're thinking about an important problem they want solved and are searching for the information or provider to help them solve it.

So, as a brilliant seller, you can judge the exact right time to connect with them and let them in on your unique insight on that exact problem!

  • You give them a unique new way to get to work and make progress.
  • You even suggest a way that they can make themselves look better to their boss and get a raise!

BOOM! That's perfect - sounds like a new customer sign-up!

Right message, Right time, Right delivery.

OK, I tricked you - timing is useless if your sales strategy forgot to some sales playbooks for each step in the process.

Dammit, preparation is everything!

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Topics: Sales Process, Inbound Marketing

SMARKETING - Smart Marketing or Sales and Marketing?

We think both

Without sales, marketing achieves nothing. And without marketing, you'll either kill your salespeople, or you'll never achieve what you could by telling your story in a way that appeals to clients.

So, having the two of these operating together must make for better business.

This blog is a handy resource for everything that we learn and tech about achieving better partnership between sales and marketing, through our work with sellers in the Australian technology marketplace.



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