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Jan. 29, 2012

Tamara Schenk and 3 other people answered this question at this roundtable

The Future of Selling [1/23 @ 11 am]

How do we master the challenge to transform people, processes, organizations from "push" to "pull"?

Thanks all for your time and your thoughtful responses - highly appreciated!
The topic is really very broad and it required some more insights. That's why I provided some additional information on what I actually mean.
In the meantime, I have structured my thoughts and ... more

Buying Process

Field Sales

Inside Sales

Lead Management

3 more topics

Jan. 25, 2012

Dean Sharratt commented on a roundtable

The Future of Selling

This was an informative discussion. Two things stand out as important to sales success going forward: First - these was some discussion on tools and techniques to assist sales people, but the fundamental question should be "What do you say to prospective client after you ... more

Jan. 25, 2012

Andrew Rudin and 2 other people answered this question at this roundtable

The Future of Selling [1/23 @ 11 am]

If your company offers a trial to a service, how does marketing nurture that lead? The lead at that point may not be in a buying state.

Lisa has a great answer. Ultimately, the ability to answer your question demands asking another: what is valuable to your prospective customer as an individual? Because providing what is valuable to him or her will most likely further your sales activity. Marketers and salespeople both ... more

Jan. 25, 2012

Paul Dilger and 4 other people answered this question at this roundtable

The Future of Selling [1/23 @ 11 am]

How will technology continue to change the roll of the sales rep?

I think technology will continue to revolutionize the role of the buyer, and therefore (with a lag) the role of the seller. In areas where the sales person adds a great deal of value to the sale (so typically B2B sales) the abilities and knowledge ... more

Jan. 24, 2012

Carlos Hidalgo and 6 other people answered this question at this roundtable

The Future of Selling [1/23 @ 11 am]

What has been the biggest change in sales in the last year?

Thanks for the clarification and yes, I would agree that it is not a one or the other (inbound vs. outbound) as it is a combination of both. The great reps that I have seen are engaging with both types of buyer - I draw ... more

Jan. 24, 2012

Dan McDade and 3 other people answered this question at this roundtable

The Future of Selling [1/23 @ 11 am]

What is your vision of the future of selling?

We would all, I hope, agree that this question is a complex one that books have been and will be written about. The shift from outside to inside continues as executives recognize the relative inefficiency of having expensive field resources executing tactics that can and ... more

Jan. 23, 2012

Michael Nick answered this question at this roundtable

The Future of Selling [1/23 @ 11 am]

Thoughts on The Challenger Sale?

Dean,
An excellent research project by the Sales Executive Council. I enjoyed Neal Rackham's foreword as well.
I am going to try and focus this panel discussion around how to prepare as a sales professional for the future. I think the diversity of the panel ... more

Events

Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
Marketing Thought Leaders: A Conversation with Jamie Mallinger June 1 @ 11 am PT
The Tricks to Paid Media June 6 @ 11 am PT
Display Advertising for Brand Awareness June 20 @ 11 am PT

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Michael A Brown

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