Clik here to view.
Short video on forecasting and other experiments in social media
Yesterday I shot and produced a short video on forecasting – pitching a booklet we’re in the process of assembling. Aside from the pure entertainment value, this video is notable (I think) for two...
View ArticleSocial Media: update
My last post discussing the results of our initial experiments with Social Media elicited a great response, including an invitation to present a webinar for TOCICO. I’ve just created my slide-deck for...
View ArticleClik here to view.
The Machine > Part 2 > Chapter 9: How to generate sales opportunities
If you’re not in the fortunate situation where promotion is easy, then the odds are that it’s really difficult. If you’re in the latter category, this chapter will introduce you to the magnitude of the...
View ArticleClik here to view.
Our experiences with Lead-Gen in the USA (a self-liquidating promotional...
A little over a year ago, I posted on our initial experiments with “social media” (or, more specifically, with pay-per-click advertising). That post was well received so this one is an update....
View ArticleRadical restructure for plastics manufacturer drives costs down and sales...
When Megara – a Melbourne (Australia) based manufacturer of polypropylene products – was contemplating radical changes to the design of their sales function, a list of concerns was identified: Would...
View ArticleClik here to view.
Inbound Marketing: Retards Growth and Turns Marketing Folks into Zombies
I’m getting tired of battling marketing departments over their irrational devotion to Inbound (and Content) Marketing. It seems that marketing folks can’t help but fall violently in love with these...
View ArticleIn three short months, Legion Logistics has gone from winning 2–3 new...
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...
View ArticleF12.net Inc grows pipeline by 700% with only 20% of the sales headcount
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,...
View ArticleIn the two years it took to centralize sales and customer service, this...
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...
View ArticleThe power of the Eight-Minute Briefing (and a video demonstration)
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...
View Article
