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The Zombie Apocalypse and Why Customer Support Representatives may be the Salespeople of the Future

by Darin "Doc" Berntson on May 4, 2017 8:04:00 AM


Like many people, I’m a big fan of The Walking Dead.

If you’ve never seen the show, (how is that possible?) it’s set after a zombie apocalypse where the undead infects humans, who then turn into creatures called walkers that roam around searching for people to eat and infect. 

I’ve got bad news: The same thing is happening to the good, old-fashioned, sales reps.

No, they’re not craving human blood and skin – though talking to some telemarketers and outbound salespeople, you’d think they were – but they are being transformed into a completely different breed of salespeople, and it's a scary sight to witness. It must change! Can we all agree?

Thanks to the rise of inbound marketing and what Forrester Research calls the Age of the Customer, the role of sales is changing dramatically.

Today’s reps need to focus more on solving problems and attracting prospects with a specific set of needs, instead of spraying out a sales message with cold calling and email blasts.

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Topics: Inbound Sales

8 Predictions for Inbound Marketing and Sales for 2017

by Darin "Doc" Berntson on Jan 6, 2017 7:00:00 AM

Predictions for Inbound Marketing and Sales for 2017 are all over the web...

...but it's important to look beyond some of the simplistic views.

I am often asked what I think are the most important things to focus on when it comes to inbound sales and marketing this year. 

For the most part, it's very similar to what I have been preaching for the last 4 years, but it I feel like it just needs repeating. 

Sure, there are many new ideas out there, but I see just too many businesses not even doing the basics well, let alone going down the more advanced rabbit hole.

So in this post, I wanted to take a moment and discuss where the focus for your Inbound Marketing and sales efforts should be for 2017.

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Topics: Inbound Marketing, Inbound Sales

Are Your B2B Sales Reps Going After Leads the Right Way?

by Darin "Doc" Berntson on Apr 26, 2016 7:30:00 AM

When it comes to lead generation, sales reps must consider the customer first.

If you're operating in the B2B space, however, your customers aren't people -- they're other organizations. Consequently, you have to change your strategy for going after leads to suit your target audience.

Unfortunately, many B2B sales reps go after leads in all the wrong ways. The following are a few strategies to change your ways if you count yourself among them.

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Topics: Inbound Sales

6 Ways to Speed Up Your Inbound Sales Cycle

by Darin "Doc" Berntson on Apr 19, 2016 7:30:00 AM

Have you ever walked into a phone store and waited patiently -- or not so patiently -- for an overly picky customer to spend 30 minutes asking questions about every bell and whistle on the latest Apple iPhone in his hand? It's frustrating for you (and probably for the salesperson), but such issues aren't limited to phone stores.

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Topics: Inbound Sales

Inbound Sales: Why Selling Should Be More Advisory

by Darin "Doc" Berntson on Apr 7, 2016 7:30:00 AM


You're So Vain. You Probably Think This Sale Is About You. Don't You?

I don't know about you, but, I hate being sold.

No matter what it is I am trying to buy, if a salesperson tries too hard to push a particular product on me, I'm done.

So why is it that salespeople continue to pitch the same way they have for years?

  • Is it because they enjoy the rush of the sale?
  • Are they freaks of nature who love being told "no" 50 times a day to get to the one yes?
  • Do they just love the world of smile and dial?

Over the years as I have watched many salespeople present, been on the receiving end of a pitch, or read some sales guru blog, I think one needs to be a certain breed of human to survive and thrive in sales.

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Topics: Sales, Inbound Sales

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