I started using LinkedIn Sales Navigator again because they’ve finally been adding features that make it more useful for prospecting. Admittedly, some of these were features that LinkedIn had in the basic platform, then removed. Now advanced search and tagging are in Sales Navigator and better than before. Navigator has added a lot of new […]
Selling Best Practices
The Internet of Things is changing business. While most of the time we talk about the impact on manufacturing, logistics, and operations, what we need to realize is that IoT will have a major effect on sales and marketing processes, too. In a transparent, real-time, interconnected world, everything about business will be transformed as information […]
Sorry, sales. The buyer is in charge now. Jeffrey Lipsius uses simple storytelling in his book, Selling to the Point, to explain why the buyer is now in charge of sales. It’s a big concept that Jeff has explained through storytelling that makes it easy to grasp and relatable. That’s not to mean that sales […]
Converting from Legacy to Selling Managed Services—Did FireEye Ignore Sales/Marketing Change Management?
Last week cybersecurity leader FireEye released long-anticipated results that fell below market expectations. The market reacted quickly as Fireeye’s stock value fell another 15%, trading in the $15—$18 range (at one time during 2014 the stock traded as high as $80). The company announced layoffs of up to 400 employees as part of a restructuring. […]
To look at this question, should inside sales report to marketing or sales, a bit more closely, let’s ask it differently. Is the ISR / SDR better aligned with marketing or with sales? According to Bridge Group, in 2014 24% of SDRs reported to marketing and this number has been increasing among both large and small companies […]
Over 5 years ago, the McKinsey group blew up the traditional sales funnel. Pointing to recent innovations in social communication tools and other resource sharing assets (many of which have grown much more prominent since McKinsey wrote their report) McKinsey posed the concept of a Consumer Decision Journey which was a cycle, not a funnel, […]
Buyers have changed. Isn’t it time that your selling changed? Smart buyers are looking for you and what you sell right now. Help them find you! We have created a hands-on social selling training and bootcamps where your B2B sales managers, account executives and inside sales will learn how to attract those qualified buyers to you and engage them […]
Where’s the best place for networking in San Diego? I’ve been asked this question a lot lately so I thought it was worth summarizing the advice I’ve been given on the subject. First and foremost, “networking events” aren’t where you should be doing your primary search for business connections. There is no magic “Match Dot […]
Inside Sales is morphing into a new entity that bridges the sales and marketing relationship. This new Sales Qualification Expert qualifies prospects through engaged discovery and converts them into Sales Qualified Leads which shortens the sales cycle and enables your enterprise sales reps to be more effective in their close rates.
To those who know me and Oinkodomeo, they must be reading this and thinking that my brain baked a little too long in the sunshine, since I am adamant about teaching how to sell business value. Actually, this is a problem we do see, even by our clients who have done a great job converting […]
Pop Quiz. Which is the best type sales person: the hard worker, the problem solver, the challenger, the relationship builder, or the lone wolf? What CEB (http://www.executiveboard.com/) concluded from analyzing 6,000 sales people, is the Challenger outperforms the rest. If you are finding that sales are starting to stall and the relationships aren’t turning into […]
According to a recent study by SKKU, MIT and InfoUSA, inside sales is growing 15 times faster than traditional face to face sales. Forbes contributor Ken Krogue describes the trend. Even “outside” or field sales spends nearly 50% of their time “inside”. What’s driving this? New tools for cloud-based CRM, Social Media, presence, and virtual […]
At Oinkodomeo, the key to our approach is a buyer-focused Sales 2.0 strategy formed jointly by sales and marketing that leverages new thinking and methodologies applied to your people, process and technology. Sales 1.0 is dead. The new always-connected, knowledge-rich world means your buyers are better prepared than your sales team is. In future blog […]
What is in a name? We like to think ours tells an important story. When I meet people, typically the first thing they ask is, what does that….mean…. and how do you say it? Here is the story of Oinkodomeo: Pronounced, oyn-kod-om-eh’-o, it is a portmanteau of “oink” and “oikodomeo”. The latter is from the Greek lexicon, to build […]