I would describe Steve Clark as demanding, daring, challenging of old ways of thinking, and constantly looking for ways to innovate and improve. In other words, Steve is a Sales 2.0 kind of guy. He and I worked together at Oracle when he was the first managing director for Oracle Australia and then VP of…
I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders, which will appear in my next book. This excerpt is the third and last in a series featuring David Satterwhite and Mark Hamilton, whom I highlighted last year in a post titled, “Avoiding the Blame Game Between Sales and Marketing” (Feb….
Rini Das, CEO of PAKRAGames, is one example of a Sales 2.0 executive who, by all indications, is on the path to revenue-generation by incorporating LinkedIn, Google Alerts and Twitter into her online prospecting strategy. She and her CMO, Michelle Stewart, search for, research and send personal messages to their target audience (often based on…
I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders, which will appear in my next book. This excerpt is the second in a series featuring David Satterwhite and Mark Hamilton, whom I highlighted last year in a post titled, “Avoiding the Blame Game Between Sales and Marketing” (Feb. 9, 2009)….
“Sales 2.0” coauthor, Brent Holloway, writes: We are pleased to announce our book, Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology, was recently translated into Chinese by our publisher, John Wiley and Sons. Several thousand copies have been ordered. According to Wikipedia: “The economy of the People’s Republic of China is the…
When our Sales 2.0 community speaks of “farming,” we typically refer to a certain kind of selling by nurturing existing customers. Without “planting seeds” — taking the time to build trusted relationships and providing valuable and relevant information rather than “pitching” — the rewards of a revenue yield can diminish or stop completely. In Iowa,…
I first wrote about David Satterwhite and Mark Hamilton in a post titled, “Avoiding the Blame Game Between Sales and Marketing” (Feb. 9, 2009). At the time, they were a terrific twosome at newScale, a company that offers IT service catalog and service portfolio management software solutions: David ran Sales; Mark ran Marketing. They’ve since…
This is a guest post by Chad Levitt, sales executive at HubSpot. A previous post features my interview with Chad, “How an Inside Sales Rep Built a Million-Dollar Pipeline Using Social Media,” which is one of the most-read posts on this blog. What do you think about what Chad has to say? Can sales reps…
A current debate that I’m following — and would love your perspectives on — is whether and when to require a prospect to complete an online lead qualification form in exchange for content, such as a report, e-book, recorded webinar or white paper. I find that traditional marketers and social media marketers disagree about the…
For me, attending the Sales 2.0 conferences is like going to a 500-plus-person family reunion. There are so many Phone Works customers, partners, friends and familiar faces in attendance that, in two days, it’s impossible to spend the time I’d like to catch up with everyone. The good news is the size and continued growth…