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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

Sales and Marketing Alignment: 5 Tips to Boost Your Bottom Line

by Darin "Doc" Berntson on Mar 10, 2016 8:00:00 AM

In many organizations, it’s as though the sales team is out on an island by themselves.

The marketing team knows they are out there, and will throw them leads to keep the machine running, but there is little interaction between the two. When results aren’t where they need to be, the marketing team may accuse sales of being lazy and not working their “killer” leads properly, and the sales team might accuse marketing of providing crappy leads that could never end in a conversion. 

This is where the concepts of sales and marketing alignment and sales enablement come in.

It’s no secret that the sales and marketing teams in any organization are what bring in and nurture new business, but if they don’t share common goals, information, materials, assets, and support, then there will always be a disconnect and results will never be truly optimized. 

What does all this mean? It means both the sales and marketing teams need to remove their heads from their posteriors (you thought I'd say "asses" huh?), and work together in ways that may seem a little awkward at first.

Here are 5 ways to get the process started. 

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Topics: Sales and Marketing, Sales

Sales Enablement 101

by Darin "Doc" Berntson on Feb 5, 2016 7:30:00 AM

Your Sales Team Doesn't Exist In A Vacuum.

It's an integral part of your company -- one that requires support and feedback. Sales enablement offers a convenient solution, but only if you know how to implement it properly.

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Topics: Sales

Solve For Your Customer Not Your Sales Numbers

by Darin "Doc" Berntson on Jan 15, 2016 8:30:00 AM

Can We Fit This Square Peg Into That Round Hole... Please?

Delighting a customer should be at every stage of the buyers journey, not just after the sale is made.

In this post, I want to discuss delighting your prospect.

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Topics: Sales

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