Posts Tagged ‘Jeb Blount’

Click to Download This List, Cheap, Bad Marketing

If good marketing is to attract attention and to begin to build positive relationships, then bad marketing is just the opposite.  One very common bad marketing strategy is to build a list such as Top Salespeople and then have others click on the list to download.

bad-marketing

Credit www.gratisography.com

Several of my colleagues were recently recognized as being in the top 100 sales people (I did not make that list). Those who downloaded the list were immediately called or received a generic email.

Jeb Blount, founder of Sales Gravy, identified this as a lead generation campaign to get these top salespeople to share this so called recognition and status award with others so this lead generation tactic would capture more sales leads.

“Pure click bait!” Jeb Blount

Many SMB owners, sales professionals and entrepreneurs invest tremendous time in content marketing and building their own lists.  These lists should be guarded and not randomly shared with lazy SMBs that fail to understand the essence of marketing and look instead to the quick fix solution.

And for heavens if you are going to email someone who downloaded your click bait list then at least use that person’s first name.  To send out generic emails only reaffirms you are 100% into bad marketing.

These individuals who did click to download and left their email addresses will be continually bombarded with additional sales pitches even though they may not be the ideal customer. Each day I receive easily an hundred emails to which I never subscribed.

The use of permission based marketing through double opt in feature is rare these days. Those who are marketing appear to believe as long as I have your email address I can email you my sales pitches.

If you want to increase sales, then engage in good marketing.  This may mean you may actually have to pick up the phone and talk to someone directly.

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Finally a Sales Expert Took Zig Ziglar To Heart

Years ago I read the following definition for sales by Zig Ziglar: “Sales is the transference of feelings.”  As someone who consistently writes about the impact of emotions in sales, I was so glad to read one sales expert who took the time to write a book about how to transfer those feelings through emotional intelligence.

sales-expertJeb Blount’s new book, Sales EQ, should be immediately ordered, read and committed to memory.  Blount has provided those in sales with a road map to understanding how to use what Ziglar recognized so many years ago.

Emotional intelligence is the missing key within most sales training programs.  The inability to apply EQ might help to explain why 50% of salespeople miss quota.

Just this past week I wrote about how certain words such as “need” should be eliminated from the vocabulary of salespeople.  The use of need in a sales conversation reflects emotional intelligence or the lack there of.

As a noted sales expert, Blount provides many more tips and strategies in a well written and well crafted book.  Even though the book is to help with complex sales, this book will help the SMB salespeople  to earn more sales because people buy first on emotion justified by logic. (Sales Buying Rule #1)

The application of emotional intelligence works with any sales process and must begin within the first phase of attracting attention otherwise known as marketing.  For those in sales who resist the word marketing, then call it prospecting.

Still, an elite group of top 1 percent of sales professionals are crushing it. These Ultra-High Performers are acutely aware that the emotional experience of buying from them is far more important than products, prices, features, and solutions.  As Jeb Blount wrote in another book, People Buy You.

As someone who is considered by some to be a sales expert, I look forward to your thoughts about Sales EQ. Please share your thoughts here or post them on your social media site.

 

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