Marketbright Blog

All this Marketing Automation and we still need to sell? How dull. Yes, it is all about revenue. Not about really cool messages, not about lead volume, not about even qualified leads, it is all about revenue. If Marketing is truly to usurp the power base of sales, the way Prosultative selling predicts, then Marketing [...]

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Given the dire state of our 401K’s, savings, pensions and the price of our houses, retirement which once seemed a long way off has ridden off into the sunset on a stolen horse. While many have been worrying, I have been continuing to plan for my early departure from the work farce however this time [...]

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Standards What was it that used to make Marketing people insane with salespeople? OK well other than the long list we can all rattle off, let’s start with taking the creative, ripping it up and sending out what they liked. What was the problem with this? Nothing when it worked and everything when it went [...]

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Systematic As any successful salesperson used to do every Sunday night, the optimistic ones ironing 5 shirts at the same time, they would sit and plan their week.  What meetings did they have and what could they do with the rest of their time.  Who could they call, who would they send a VITO letter [...]

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It was Marie Antoinette who said “There is nothing new except what has been forgotten”. Everywhere I go I hear Nurturing as if it is some new concept that we have never heard of before. Sales people have been nurturing prospects for years. There is a word that is missing. Automated. My issue is if [...]

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I have been asked this a number of times what is the difference between Prosultative selling and Sales 2.0?  First we need to define Sales 2.0 – you only have to visit the Sales 2.0 conference site http://www.sales20conf.com/2009/ to see it is all about sales, sales, sales, and I think I mentioned sales.  Prosultative is [...]

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I just finished reading a great blog by Laura Ramos of Forrester entitled The Social Technographics Of B2B Buyers (http://b2bmarketingpost.com/2009/02/23/the-social-technographics-of-b2b-buyers/#comment-37). It caused me to start thinking about what Laura had to say and think about the dynamics of why Social Marketing is starting to take off at such a rapid pace.  The following is based on [...]

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A great new article by Mike Pilcher of Marketbright on the changes in B2B Sales and Marketing we are seeing today. http://www.demandgenreport.com/archive.php?codearti=1220

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I suggest that the old ways of Demand Generation need to be rejected. Marketing Sherpa says 80% of your prospects find you. They do so with nudging from traditional methods like cold-calling and telemarketing, however the final step when they move to becoming an engaged prospect is now delivered by the prospect searching for a [...]

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Talking to a good friend who is a VP of Marketing last week, I was explaining ProSultative selling to him. I got as far as saying “It is no longer acceptable to ask a bunch of questions and craft your answer. You have to tell people what you do and earn the right to find [...]

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