Many of our followers’ salespeople promote an eight-minute briefing when they first engage with prospective customers. Well, I’ve created a video demonstration of an eight-minute briefing—and you can watch it below. Why an Eight-Minute Briefing? First, I should stress that there’s nothing special about eight minutes. It could just as easily be six, or twelve.… “The power of the Eight-Minute Briefing (and a video demonstration)”
This is a must-watch interview for Industrial Distributors. In two short years, Emasal totally reengineered its entire front-of-house. Two years ago they had 6 regional offices, each with its own sales and customer service representatives. And, two years ago, salespeople were commissioned, semi-autonomous operators, doing a mix of field and telephone work. Today, Emasal has… “In the two years it took to centralize sales and customer service, this Central American distributor of packaging machines grew sales at a compound rate of 18%”
Here is a fun and super interesting interview with Devon Gillard. Devon is the CMO of F12.net Inc, which is headquartered in Alberta Canada. F12.net Inc is a fast-growing, private-equity-backed, Managed Service Provider. In short, that means that F12 enables mid-sized organizations to outsource their core technology infrastructure (software and—notably—hardware). As you can see from the… “F12.net Inc grows pipeline by 700% with only 20% of the sales headcount”
Legion Logistics’ growth had stalled at about $27m in annual revenues. It took just three short months to fix that problem. Today, requests-for-quotations (RFQs) are up from 5 to 40 a week and new accounts are up from 2–3 a month to 2–3 a week. My interview with Lacy Starling covers a lot of ground… “In three short months, Legion Logistics has gone from winning 2–3 new accounts a month to 2–3 a week!”
A number of Marketing folks would have you believe that inbound leads (or sales opportunities) are superior to outbound. (They generally are.) And that inbound (or content) marketing is virtuous and outbound is primitive and disreputable. (This position is pretty much as silly as it sounds!) I’ve pointed to problems with the definition of “inbound”… “Why you probably want fewer than 30% of your leads to be “inbound””
