Category Archives: Sales and Marketing

Prepare Questions…Not Presentations

Posted on July 7, 2015 by David Shedd

The sales meeting begins. The salesperson starts talking through a PowerPoint presentation slide deck (which took him several hours to complete) telling the customer how great the salesperson’s company and products are. 30 minutes later the presentation is complete. And … Continue reading →

Posted in Growth and Strategy, Perform / Execution, Sales and Marketing | Tagged Business Development, Consistent Execution, Customer Satisfaction, Customer Service, Growth, Marketing, Sales, Sales and Marketing, Sales Coaching, Sales Training, Simplicity | Leave a comment

Ten Ways to Grow Sales Now

Posted on February 3, 2015 by David Shedd

Despite the improving unemployment rate and positive economic indicators, many B2B companies are stuck in slow and no growth modes. How can these companies re-kindle growth and increase sales?

Posted in Growth and Strategy, Improve / Turnaround, Sales and Marketing | Tagged Accountability, Business Development, Business Transformation, Business Turnarounds, Customer Satisfaction, Customer Service, Marketing, Sales, Sales and Marketing, Sales Coaching, Sales Training | Leave a comment

Go Where the Growth Is

Posted on October 7, 2014 by David Shedd

In today’s low growth world, B2B companies need to be looking for those market segments and niches that are growing faster than the overall economy. ‘Going where the growth is’ offers our companies the promise of increasing sales to growing … Continue reading →

Posted in Business Acumen, Growth and Strategy, Sales and Marketing | Tagged Business Transformation, Consistent Execution, Customer Service, Growth, Sales, Sales and Marketing, Strategy | Leave a comment

An Open Letter From Your B2B Customer

Posted on February 4, 2014 by David Shedd

Dear Mr. or Ms. Sales Manager, I am writing to remind you that I need you. You and your salespeople provide products and services that I need to help me succeed in my business. Unfortunately, many of your salespeople do … Continue reading →

Posted in Business Acumen, Perform / Execution, Sales and Marketing | Tagged Customer Satisfaction, Customer Services, Sales and Marketing, Sales Coaching, Sales Management, Sales Success | Leave a comment

Be Easy to Do Business With

Posted on December 3, 2013 by David Shedd

In a previous blog, Lessons from a Customer, I related my experience in dealing with 106 companies while I moved from Arizona to California. My conclusion was that most companies provide inadequate customer service and make it too difficult to … Continue reading →

Posted in Business Acumen, Perform / Execution, Sales and Marketing | Tagged Customer Loyalty, Customer Satisfaction, Customer Service, Simplicity | 1 Comment

Five Questions to Ensure a Successful Sales Call

Posted on November 5, 2013 by David Shedd

In his book, Spin Selling, Neil Rackham defines the four outcomes of any sales call: Win – the customer makes a firm commitment to buy Advance – the sales process moves forward towards a decision Continuation – the sales process … Continue reading →

Posted in Improve / Turnaround, Perform / Execution, Sales and Marketing | Tagged Customer Service, Growth, Sales, Sales and Marketing, Sales Coaching, Sales Training | Leave a comment

Do We Spend Enough Time Selling? – The Cost of Chaos

Posted on September 3, 2013 by David Shedd

We have and need salespeople in order to sell, that is, in order to move deals forward. But, how much time do our salespeople really spend selling each week? Rick McPartlin, the CEO of The Revenue Game (and someone with … Continue reading →

Posted in Business Acumen, Improve / Turnaround, Sales and Marketing | Tagged Growth, Rick McPartlin, Sales, Sales and Marketing, The Cost of Chaos | Leave a comment