Perry Marshall and B&B Electronics part 1 (members only)

Perry Marshall Interviews Michael Fahrion of B&B Electronics on how this industrially oriented company has tripled in size in the last seven years. If you are in an engineering-oriented business with technical products, and if you have puzzled over how to grow sales, you face some special Read more

How to Escape the Conversion Paradox

Four Dangerous Assumptions That Disintegrate Sales and Marketing – and How to Avoid Them

The head of sales and marketing for a systems integration firm was stumped.

His good marketing created impressive traffic to his company’s trade show booth. He and his team members had great conversations with more than a hundred people there, and arranged many follow-up conversations. On the flight back home he wondered how his team could handle all the opportunities they had found.

Yet a week after the event, it was as if the conference had never happened. These same prospects did not respond to emails or return follow-up phone calls. Those he managed to connect with were not interested. ++++++++ Read more

What Sales Process Behavior Charts Can Tell You

Dear Readers, Thank you for the excellent remarks about what process behavior charts can tell you from last week’s blog post. For convenience, I have reproduced the image here (with interpretation below).

Figure 1 - Sales Process Behavior Charts

Looks like while they are closing, they are not also prospecting…and unfortunately I see B2Bs do this frequently. This is by far one of the single biggest headaches that drives CEOs crazy as it adds a degree of variability that hits home where it hurts…in cash flow.

Bingo!

Sales Production Bottleneck

In many companies, salespeople are required to be involved in everything, so they are the bottleneck. Read more