Martech

JANUARY 10, 2024

We spoke about his circuitous path to marketing through electrical engineering and the early days of ecommerce at GE Healthcare, where he worked for many years, reporting to both the CMO and CIO. I get some of those same feelings about being exposed, with everybody showing up at a public talk. I was in high school debate and forensics.

Electrical Engineering 108

Electrical Engineering Healthcare Electricity Technology 108

Adaptive Business Services

DECEMBER 28, 2022

I had spent a part of 2022 trying to break into electric signage (my background as an owner and a manager) as a vertical market for my consulting services. Being persistent, I’m not giving up on that market, at least not yet. Hopefully, I can rely on pure selling instead. I had also gained very little traction toward that goal.

Electricity 71

Electricity Referrals CRM Consult 71

Lead Fuze

DECEMBER 15, 2023

His yearly Poor Richard’s Almanack, sold up to 10,000 copies per year and included seasonal weather forecasts, household hints, and poems. The Locomotive’s main goal was not just to sell insurance policies, but rather to help steam users operate their equipment safely. Could you please give more details?

Electricity 52

Electricity Promote Engineering Entertainment 52

Adaptive Business Services

MARCH 1, 2023

While we can’t cover every aspect of selling in three simple steps, these are the critical ones. These 3 steps are the glue that holds the selling process together and they are repeatedly deployed throughout the sales cycle. When should I follow-up again? My insurance guy, Bruce, comes to mind. Are they struggling for an answer?

Sell 71

Sell Electricity Clients Up-sell 71

Sales Pop!

SEPTEMBER 9, 2021

For Pipeliner, this was conceptually the most significant barrier we had to overcome because a salesperson is not selling a process, but a product. To provide a real-world example, do you think General Electric (GE) only has a single sales process for their entire product line? A price list can be created and edited at any time.

Pipeline 98

Pipeline Price Product Electricity 98

Salesforce

FEBRUARY 14, 2022

Think about the business model Apple was introducing: We’re going to get some really expensive real estate, then we’re going to build a really expensive store, we’re going to fill it with lots of expensive payroll, and we’re going to do it to sell a commodity that has an 8% to 10% margin. Let’s do free classes.

Service 98

Service Customers Electricity Real Estate 98

Adaptive Business Services

MAY 11, 2022

One of the techniques often discussed in selling is that of creating a sense of urgency in order to move a client from the thinking to the acting stage. I don’t much care for the term “creating” as it implies some sort of artificial emergency that is conjured up by the salesperson in order to close the sale. Now add them up.

Sell 71

Sell Electricity Manufacturing Technique 71

Martech

APRIL 10, 2024

The spark before the flame: Building martech with a heart It all begins with a spark — a yearning to help businesses not merely sell but connect. It’s not about selling technology, it’s about helping businesses to build meaningful connections, one click, one story and one emotional spark at a time. Go beyond demographics.

Pitch 113

Pitch Product Electricity Healthcare 113

Adaptive Business Services

APRIL 12, 2023

The course ended up being a total and abysmal failure. However, everything, videos and documents that were associated with that course were backed up on my Google Drive. My first eBook was called “Focused Social Selling”. Then there were the 100s of man hours in creating it.

Electricity 71

Electricity Networking CRM Business Services 71

ConversionXL

MAY 8, 2019

Best-selling author Bob Burg developed the “know, like, trust” model. Taken to the extreme, the strategy leads to massive round-up posts (e.g. Created by Kitchen Cabinet Kings , the potato chip infographic earned write-ups and links from nearly 100 websites, including Today. Content marketing and the “know, like, trust” model.

Closing 131

Closing Electricity Education Non-Profits 131

Salesforce

JUNE 8, 2022

Your team knows what to do because you’ve set them up for success with the right enablement. Remote assistance, service agreements, work plans, and self-service in field service management put safety first and set you up to generate revenue. Work plans provide an opportunity to generate revenue with upselling or cross-selling.

Service 98

Service Cross-sell Appointment Electricity 98

Adaptive Business Services

AUGUST 11, 2021

Up to 1,000 custom data fields in a wide range of field formats. My background is in the electric sign business which is a custom manufacturing industry. Thank you and good selling! One of the nicest things about Nimble CRM is that it can be highly customized in order to meet your specific needs including as a Signage CRM ….

CRM 77

CRM Customers Electricity Manufacturing 77

Salesforce

NOVEMBER 15, 2022

Revenue growth is not just about selling more of the same products to the same customers. Take it from Schneider Electric. Schneider Electric drives efficiency across the company — enabling its sales reps to close deals 30% faster and save $2.7 million in IT costs over a three-year period.

Electricity 98

Electricity Objectives and Key Results Technology Technology 98

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. I was averse to it.

Prospecting 98

Prospecting Electricity Cold Call Inside sales 98

SaaStr

OCTOBER 21, 2022

For example, it took forty-six years from the advent of electricity for one-fourth of the population to use it. Braze has built a business by selling to job titles that did not even exist when it first began. Companies will try to grow before the market is truly ready, clawing their way up an inelastic curve. Ask yourself: .

Electricity 92

Electricity Growth Technology Technology 92

Salesforce

AUGUST 27, 2021

Adapting to an assortment of omni-channel behaviors like these takes more than partnering with a third-party vendor to sell your inventory online. If you’re old enough to remember going to different dealerships to learn about all of your car options, then you know it could take up your entire Saturday. Guided selling.

Electricity 52

Electricity Cross-sell Manufacturing Finance 52

Adaptive Business Services

NOVEMBER 24, 2021

My background happens to be in the electric sign industry and I will be introducing a series of posts on this site that relate directly to that market. Everybody sells – Think about referrals from other team members. We had to use propane heat turbines under the truck to keep it from freezing up. I was the go-fer.

Sports 71

Sports Sell Transportation Electricity 71

Salesforce

MARCH 28, 2022

Here are a few examples of well known brand messages: Examples of brand messages from General Electric, Nike, Walmart and others. Is your audience made up of c-level execs and requires a more serious tone? Let’s focus on taglines, since they encompass the overall company vision. What’s your ultimate goal? Tone of voice.

Electricity 98

Electricity Angle Pitch Campaign 98

Adaptive Business Services

SEPTEMBER 1, 2021

In an earlier article I spoke a bit about returning to my roots … selling. I spent my life in B2B sales and over 15 years in the electric sign industry. This included selling, managing, and ownership positions. I am also putting together the final edits on my eBook … “Selling Signs – Lessons From the Trenches”.

Service 71

Service Electricity CRM Sales 71

Search Engine Land

MARCH 28, 2023

In addition, it sets a website up to be an authority and expert on a subject matter by providing complete answers through multiple pages of quality content on a topic. The image below shows how you might group categories of topics for a power tools site that sells cordless power tools, electric power tools and gas-powered tools.

Electricity 89

Electricity User Experience Engineering Trust 89

SaaStr

OCTOBER 21, 2022

For example, it took forty-six years from the advent of electricity for one-fourth of the population to use it. Braze has built a business by selling to job titles that did not even exist when it first began. Companies will try to grow before the market is truly ready, clawing their way up an inelastic curve. Ask yourself: .

Electricity 77

Electricity Growth Technology Technology 77

Spiro Technologies

AUGUST 5, 2024

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products and of course, having fun along the way. Rick and I were at the Applied AI for Distributors event, and we had some breakfast together and happened to strike up a really interesting conversation.

E-commerce 59

E-commerce Manufacturing Electricity Gaming 59

Salesforce

SEPTEMBER 19, 2023

The problem is, many salespeople give up before they reach that yes. The make-or-break nature of sales closing can make it one of the most stressful aspects of selling, but it doesn’t have to be. Summary Close Sales cycles can be long, especially for B2B selling. Know the customer Selling shouldn’t feel like selling.

Technique 105

Technique Closing Sales Electricity 105

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 122

Customers Contract Consult Up-sell 122

Partners in Excellence

OCTOBER 23, 2017

Step back a little more than a century as electricity was being commercialized. I’m sure in bars and meeting rooms, sales people and marketers were talking about how wonderful electricity was and what it could do to improve sales and marketing. But electricity and the telephone weren’t just about sales and marketing.

Electricity 55

Electricity Sell Up-sell Conversion 55

Martech

DECEMBER 1, 2023

And rather than hiring another sales rep or BDR, you can automate the process and set up CRM correctly. You don’t buy an electric screwdriver to drive nails, do you? Then, let your sales executives (SEs) focus on actually selling rather than doing manual tasks like filling up CRM or following up with the clients.

Process 106

Process Customers Appointment Pharmaceutical 106

Martech

FEBRUARY 13, 2023

The team at OpenView Partners, a venture capital firm, makes this thoughtful observation about the rise and appeal of PLG as a GTM strategy: “Software has become a fundamental utility powering our working lives — just like water, electricity, the internet and mobile broadband.

Growth 104

Growth GTM Product Cross-sell 104

Adaptive Business Services

MAY 2, 2018

In an earlier post, I compared selling to learning to play the guitar. However, I must say that playing an electric guitar has proved to be much more complex and difficult than learning to sell ever was. When you learn to play the guitar, electric or otherwise, you must master notes (reading music and/or tabs) as well as chords.

Electricity 48

Electricity Drivers/motivators Up-sell Price 48

Spiro Technologies

JANUARY 23, 2024

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products, and of course, having fun along the way. In case you’re not familiar with MAC Products, they are a producer of products and services for the transmission, distribution, and control of electrical power.

Manufacturing 59

Manufacturing Product Electricity Start-ups 59

Adaptive Business Services

NOVEMBER 13, 2019

I took about 6 months off to plan my next moves and came to the decision that I wanted to go back to selling only which was something that I had not done in a great deal of time. Without a doubt, electric signage was my passion as an industry so this is the area that I went back to. No exaggeration. . I joined a leads group.

Networking 78

Networking Construction Electricity Referrals 78

Salesforce

JANUARY 31, 2023

Proactive service can help ease this pressure and sets you up for success. We are also seeing organizations moving away from simply selling products and services to focusing on making their customers successful. Get articles selected just for you, in your inbox Sign up now How does proactive field service make you more money?

Service 98

Service Manufacturing Contract Electricity 98

Adaptive Business Services

NOVEMBER 3, 2021

I had played around with guitars a few times growing up but I never really learned to play. My preference is electric guitars. I’d like to sell a couple of guitars and amps. I don’t need to sell them and, who knows, someday I may even like them. Several years ago now, I decided that I needed a hobby. There it is!

Electricity 62

Electricity Price Up-sell Business Services 62

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Speed up revenue growth with actionable intelligence and insightful visualizations to address pipeline gaps and hit forecasts. Revenue intelligence is a data-driven way to sell. And what about metrics?

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

Adaptive Business Services

OCTOBER 20, 2021

My background happens to be in the electric sign industry and I will be introducing a series of posts on this site that relate directly to that market. You simply must have certain tools and knowledge in place if you are going to maximize your selling potential. You are selling advertising. Sell advertising.

Construction 71

Construction Electricity Angle Sales 71

Sales Pop!

AUGUST 25, 2022

Considerations for workplace health and safety – e.g. electrical and fire safety items. Any electrical safety items they own that are within the property. Similarly, your landlord may want to insert it if they entertain thoughts of selling the property. This may include: Any significant damage you may have caused. Fire safety.

Electricity 52

Electricity Negotiate Contract Entertainment 52

Sales Hacker

JANUARY 5, 2023

Duplicate records in Salesforce (or “dupes”) are hands-down the most common issue that we’re called in to clean up at Iceberg. For instance: How do you define a duplicate lead if you sell to separate accounts who are part of the same franchise ? Join the conversation: How to clean up duplicate records in Outreach.io.

Objectives and Key Results 79

Objectives and Key Results Cross-sell Electricity Contact 79

Hubspot

JANUARY 19, 2021

They've surged out of your price range as the flight filled up. Utility providers like gas and electric companies often leverage dynamic pricing — typically, in response to seasonal shifts. For instance, during summer, there's a reduced need for indoor heating, so the price of electricity tends to fall. Utility Providers.

Price 67

Price Electricity Non-Profits Follow-up 67