Tag Archives: Sharon Drew Morgen

Today’s Special – Friday, April 1, 2011

A list of sales and marketing linksNo foolishness at The Sales Cafe today. We’ve got far too much reality to spend time creating silly pranks. A little too crankypants for you? Just working through our email offered enough hijinks for one day, even if it’s only one day a year. If you enjoy tomfoolery, the New York Times’ David Pogue serves up the best of the Web for the day.

©TOONrefugee.com

Here in The Sales Cafe, well, we’ve got a lot of work to do, like getting the new and improved site launched (really, that’s not a joke) and providing you with a short list of hot links (no jokes included):

1. Transform Your Salesforce from Inside-Out to Outside-In. Does your company operate Inside-Out or Outside-In? Do you even know what that means? Well, here’s a white paper from ELA Consulting Group that has all, well, many of, the answers.

2. Why Sales is Still Missing from Social CRM. Selling Outside-In requires a lot of communication with your customers. Makes sense that social media would be a great way for sales people to connect with current clients and prospects, right? Not yet, it seems. This article spells out why.

3. Why modern sales practices are illogical. Sales expert Sharon Drew Morgen gets right to the heart of the matter in this blog post:  If our sales practices achieve a less than 10% close rate, why are we still doing them? Morgen’s Buying Facilitation ™ offers a better solution.

That’s it for now. We are really hard at work creating a new site, with lots of features and interesting content. We’ll ask you to visit there soon.

 

 

Today’s Special – It’s a Sales 2.0 World

Here at the Sales Cafe, we have been obsessed for a whole week now. We can’t stop talking up both the notion and promise of Sales 2.0 we experienced at the Sales 2.0 Conference in San Francisco. Not sure just what Sales 2.0 is? Well, that’s been the hot topic over lattes here and we’d like to help out. Here are a few links culled from our time spent at the conference and researching:

Sales 2.0 Conference 1. 8 Impressions and Practical Tips on Sales 2.0. Direct from the conference, here is a fine wrap up of the buzz from the two-day forum. One of the most provocative statements came early Day 1 from conference host and emcee, Gerhard Gschwandtner, founder and CEO of Selling Power, when he proclaimed: “Of the 18 million salespeople in 2011 in the USA, less than 3 million will be needed for these jobs in 2020.”

2. Sales 2.0 Technology. Okay, so there is not one single link we can post here to show a round up of the technology developing as a result of Sales 2.0. (If you know of one, please post it in the comments below.) Many would say that it starts with cloud-based, SaaS hero Salesforce.com. Others will tout the multiple CRM vendors who were (Oracle On Demand) and were not there. What’s a bit mind numbing is the tiny pieces of the overall puzzle:  data providers (Hoovers, OneSource, Jigsaw), presentation technology (Brainshark) and deal collaboration management software (Magnet), to name just a few.

3. Provocation-based Selling: proving pain does not close a sale. Speaking of provocative statements, our hero, Sharon Drew Morgen, takes on the ultimate business guru (and her very own hero), Geoffrey Moore, in a blog post that questions the “conventional hype that buyers must discover their pain in order to be ready to buy.” Essential reading and thought provoking for Sales 2.0 mavens.

And, finally, our other obsession is following the coverage, both online and onTV of the earthquake and tsunami in Japan. It could happen anywhere, really. The Sales Cafe offers a moment of silence for the people of Japan. Disaster has truly struck in the Pacific.