Recorded: A Canterbury Tale of Modern Selling - 3: The Seller's Tale

Story added:

And so, with an increasingly buoyant spring in your step, dear traveller, you turn the page and arrive at The Seller's Tale.

NOW CLICK HERE TO WATCH THE RECORDING of The Seller's Tale

ModernSelling.com Workshop Webinar The Seller's Tale
Of course it is! But how, where, when? WATCH

You've been telling us what does not work in the world of modern selling and sales management, and you've also pointed us at the problems you're encountering getting in touch with modern buyers of anything.

So now we want to discuss anything that's coming to light as the best ways for sales people to behave in this brave new world. We'll take a look at the brand new book eselling, launching today, from author Sean McPheat – who also leads just about the only UK sales training company to have made any substantial progress over the last 5+ years.

We did arrange a guest appearance (he's got Ali-like reaction times), and he's joining in the discussion below. So this webinar is going to blow your socks off, if you're not already doing all of this. And the chances are you're not, because only a handful of UK sellers are doing it all – yet - and as the polls in there show. Even though a great deal of it is still the stuff you should already have been doing.

Regular travelling partners are Neil Warren and Peter Johnston, and this discussion will also cover...

  • Why salespeople are invaluable in the early stages of a sale, not just in closing
  • New ways to engage with prospects and get buyers to come to you
  • How the new way of buying changes qualifying and closing
  • Why your boss gets in the way

If you intend to make the most of every one of the tens of thousands of selling hours in your selling and sales management career ahead, this will be the one hour that will maximise the rest. WATCH IT HERE, and join in with the discussions, questions and contributions below. You’ll be very glad you did.

For this and all other recorded webinars currently available on ModernSelling.com, you will need a free download of Windows Media Player - click here.

    Questions & Comments

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    Login with LinkedIn

    And here's what you'll look like - with the name and profile link automatically generated, if you do want to join in and have your say, as your questions, or whatever.

    Just click on my name below, and use the "Login with LinkedIn" option on the right there, to achieve the same.
    Posted by Neil Warren on

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    Let's Get Ready To Rumble...

    Looking forward to "appearing" on Session 3 where I'll be talking about my latest book "eselling - How to use the internet for prospecting, personal branding, networking and for engaging the c-suite decision maker"

    We're going to be talking about what sellers can do to fish where there fish are swimming!

    Please, if you've got any questions that you'd like answering about this topic just ping us a question and we will make sure that we cover it.

    And I promise it will be more fun and worthwhile than the Haye v Klitschko fight last weekend!

    Sean
    Posted by Sean McPheat on

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    That Dell example...

    Yes, welcome indeed Sean. Worth pointing out to readers that phone calls (including "cold") and emails and GoToMeeting / GoToWebinar rehearsals and so on are all still happening behind the scenes, so to speak, as all this "live" activity gathers pace, and so that we can leave the best possible learning library behind.

    So Peter, for example, just emailed me a link to the Dell story, which we touched on in The Buyer's Tale, and I linked to here...

    http://www.modernselling.com/work-tools/lead-generation/better-sales-marketing-buyer-finance-management-alignment-integration-20114007.aspx#393

    The scary point about Peter's link, is that it tracks "all the way back" to Dec 2010! Then, they "only" had 5,000 staff trained, rather than 13,000 a few months later and, I gather now, where Michael Dell has sanctioned putting all 100,000 Dell employees through the "social media" (and business-social-media) training course. So the speed of such changes is impressive, to say the least.

    Anyway, here's Peter's link to the Dell launch back then, and the video clip is great, as are the pictures...

    http://en.community.dell.com/dell-blogs/direct2dell/b/direct2dell/archive/2010/12/08/dell-s-next-step-the-social-media-listening-command-center.aspx#.

    And note also, as Peter pointed out, that...

    "...Average daily mentions of Dell on Twitter alone have a greater reach than the combined circulation of the top 12 daily newspapers in the United States..."

    ...which should give everyone a clue as to why "The Marketer's Tale" (on Sept 13th) should also be a post-hols diary date you might want to note down.... now ;-)
    Posted by Neil Warren on

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    Twitter v News of the World

    More signs of "the times" and the new battlefields for hearts, minds and share of wallet...

    http://www.bbc.co.uk/news/technology-14029033

    ...no doubt resulting in some poor, unfortunate, honest, hard-working sales exec at News International hanging up after a "bad news" telephone discussion with the media buyer for Ford, and with a muted but bemused "plonker" under his/her breath, as s/he then surveys the damage that'll do to this quarter or year's sales target ;-(
    Posted by Neil Warren on

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    "eselling" - THE Book...

    Just loving "eselling" Sean - thanks for the preview copy.

    Chapter One - Section Two - Selling in the Past

    Indeed what was "The Oldest Profession in the World"?

    In fact, if we also have a look at Matt Ridley here (another excellent Author/Speaker)...

    http://www.ted.com/talks/matt_ridley_when_ideas_have_sex.html

    ...we can see that "Trade" (buying and selling) is THE thing that makes us homo sapiens (and not extinct Neanderthals), in the first place.

    AND you're giving away a lucky-dip 3 copies to webinar attendees on Wednesday I understand?

    Fantastic, thank you again, and what more could the UK sales profession want, is my question?

    Posted by Neil Warren on

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    Virtual Lucky Dip!

    Yes, we're going to be getting a "virtual hat" and drawing 3 people out of it!

    Don't know which one of us will be holding it though!

    If any of you have any questions before the session then please please please send them through as we want to tailor it as much as we can.

    Sean
    Posted by Sean McPheat on

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    Seth Godin - again!

    This time on one of the excellent points that Peter made in the webinar about whether or not any of us are "flogging a dead horse". Seth Says...
    __________________________

    Half life

    We define half-life as the rate of radioactive decay. The half-life is how long it takes half the material you have to decay. The half life of a substance might be a few seconds or a few years. Since Carbon 14 has a half-life of more than 5,000 years, it's easy for us to date how old something is.

    Other things have half-lives as well.

    The sales cycle of the typical popular book, for example, has a half-life of about two months After two months, the book will probably have made half of all the sales it will make in its entire lifetime. For an internet viral sensation, the half-life is probably closer to six hours, measured from the moment the traffic peaks.

    Every once in a while, something in the media violates this rule. To Kill a Mockingbird, for example, has a half-life of perhaps fifty years.

    The art is deciding whether or not your project has hit a natural peak or whether new investment and energy can boost it to a new energy level...

    Posted by Neil Warren on

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    Businessballs Wiki-style definitions & checklist

    There's more here to back all this up...

    http://www.businessballs.com/business-networking.htm

    ...which I just picked up in the ISMM LinkedIn Group, just to double-underline what you can get out of this "business-social-media" malarkey, beyond "messing about on Facebook".
    Posted by Neil Warren on

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    B2B Corporate Sales and Dell's 7 Pillars

    More on how Dell are blending in all their people, yes, including us "big hitter" Key Account Manager and Business Development Director types...

    http://www.clickz.com/clickz/column/2105022/social-media-marketing-dell-interview-rishi-dave

    ...who might still fondly believe that it's all about seeing the whites of their eyes and pressing the flesh, or getting cold-calling telemarketers to set up some sales appointments for you.

    Plus, if you really want to know how to get beyond a 10% - 20% success rate in "closing" sales, I suggest you follow the link above to The Marketer's Tale, and Sharon Drew Morgen in particular.
    Posted by Neil Warren on

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    So what about The Boss then?

    Grand Finale for The Canterbury Tales is The Boss's Tale, now open for seat reservations...

    http://www.modernselling.com/news-and-events/webinar-corner/boss-tale-workshop-webinar-discussion-series-neil-warren-jeremy-spiller-20114049.aspx

    Not a lot of point, we appreciate, learning all about "eselling" and what to do, why, when and how, if the boss still wants you to be cold-telephone-calling to make appointments to show up (and throw up).

    Or indeed vice versa, if you are that Boss, but lumbered down with a dinosaur sales team to whom you are making as much sense as if you were Yoda and had just flown in in a flying saucer. (e.g. they thought you meant e-commerce and a shopping trolley / cart or something - yes, I've had that too!).

    So, bring us your pains and problems and supplementary questions, bring us your slightly-old-school Boss or totally-dinosaur sales team, and we'll see if we can find a way to get you talking the same language again.

    "The force is strong - in this one"


    Posted by Neil Warren on

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