Comments on: Sales 2.0 Conference: A Stream of Consciousness Report http://www.thedailyanchor.com/2009/03/06/sales-20-conference-a-stream-of-consciousness-report/ Online Marketing Blog Sun, 07 Mar 2010 20:44:23 -0800 http://wordpress.org/?v=abc hourly 1 By: david distefano http://www.thedailyanchor.com/2009/03/06/sales-20-conference-a-stream-of-consciousness-report/comment-page-1/#comment-1767 david distefano Sun, 22 Mar 2009 16:57:58 +0000 http://www.thedailyanchor.com/?p=5150#comment-1767 Andrew, Very balanced and engaging comments! I appreciate your coverage of such a critical topic that is truly changing the face of selling and how the best-in-class organizations will be defined. In reading your remarks, I feel compelled to clarify your statement that "salespeople make the worst booth staffers." Although I agree that they are good at selling and great at forming relationships; I disagree that the "sales process doesn’t translate well to an expo-booth." It might be more accurate to suggest that most vendors do not invest in, take the time to establish the process or train their teams beforehand. As the CEO of Richardson, a sales training organization that focuses improving both selling skills and sales processes, I can assure you that "trade-show selling" is a process that exists and is teachable. I would be happy to have you to take a closer look at our program "trade show selling." Your experience is typical in that most vendors do not consider a sales process for the expo floor - but I see it as a matter of the venodr not treating the expo floor as a competitive selling environment. In thinking about your experience that "not a single person made a matter-of-fact statement about what value their product offers," I certainly hope that you "somehow missed" visiting our booth where my CMO, three senior salespeople and I were present. Given what we do, our preparation and the composition of my booth staffers, I am certain that your experience of visiting with Richardson would have been much different than what you described. :) I do appreciate your "lead" to help my fellow Sales 2.0 providers with their expo floor process and skills. I will be reaching out to these vendors this week to offer our trade show selling program to help them be more engaging, efficient, learn to effectively qualify, disengage when appropriate, avoid product dumping and learn to ask questions! Of course implementing a disciplined process should lead to more revenue!!! Thanks again for your insights and for helping us advance the Sales 2.0 revolution. David Andrew,

Very balanced and engaging comments! I appreciate your coverage of such a critical topic that is truly changing the face of selling and how the best-in-class organizations will be defined.

In reading your remarks, I feel compelled to clarify your statement that “salespeople make the worst booth staffers.” Although I agree that they are good at selling and great at forming relationships; I disagree that the “sales process doesn’t translate well to an expo-booth.”

It might be more accurate to suggest that most vendors do not invest in, take the time to establish the process or train their teams beforehand. As the CEO of Richardson, a sales training organization that focuses improving both selling skills and sales processes, I can assure you that “trade-show selling” is a process that exists and is teachable. I would be happy to have you to take a closer look at our program “trade show selling.”

Your experience is typical in that most vendors do not consider a sales process for the expo floor – but I see it as a matter of the venodr not treating the expo floor as a competitive selling environment.

In thinking about your experience that “not a single person made a matter-of-fact statement about what value their product offers,” I certainly hope that you “somehow missed” visiting our booth where my CMO, three senior salespeople and I were present. Given what we do, our preparation and the composition of my booth staffers, I am certain that your experience of visiting with Richardson would have been much different than what you described. :)

I do appreciate your “lead” to help my fellow Sales 2.0 providers with their expo floor process and skills. I will be reaching out to these vendors this week to offer our trade show selling program to help them be more engaging, efficient, learn to effectively qualify, disengage when appropriate, avoid product dumping and learn to ask questions! Of course implementing a disciplined process should lead to more revenue!!!

Thanks again for your insights and for helping us advance the Sales 2.0 revolution.

David

]]> By: Twitter: Friend or Foe of Sales? | The Sales 2.0 Advocate http://www.thedailyanchor.com/2009/03/06/sales-20-conference-a-stream-of-consciousness-report/comment-page-1/#comment-1443 Twitter: Friend or Foe of Sales? | The Sales 2.0 Advocate Wed, 11 Mar 2009 17:32:36 +0000 http://www.thedailyanchor.com/?p=5150#comment-1443 [...] Marketing, Parker Trewin’s B2B Marketing for Faster Sales, and Andrew Lennon’s The Daily Anchor, among [...] [...] Marketing, Parker Trewin’s B2B Marketing for Faster Sales, and Andrew Lennon’s The Daily Anchor, among [...]

]]> By: gerhard gschwandtner http://www.thedailyanchor.com/2009/03/06/sales-20-conference-a-stream-of-consciousness-report/comment-page-1/#comment-1357 gerhard gschwandtner Sat, 07 Mar 2009 07:26:04 +0000 http://www.thedailyanchor.com/?p=5150#comment-1357 Andrew, Great job. I agree with your comment about the tech sales reps on the trade show floor. They need to learn an elevator pitch that contains the essence of their value in less than one minute. I had fun creating one for each Gold and Platinum sponsor - did that just for fun - let me know what you think www.sellingpower.com/20 Gerhard Andrew,
Great job. I agree with your comment about the tech sales reps on the trade show floor. They need to learn an elevator pitch that contains the essence of their value in less than one minute. I had fun creating one for each Gold and Platinum sponsor – did that just for fun – let me know what you think http://www.sellingpower.com/20
Gerhard

]]> By: Parker Trewin http://www.thedailyanchor.com/2009/03/06/sales-20-conference-a-stream-of-consciousness-report/comment-page-1/#comment-1333 Parker Trewin Fri, 06 Mar 2009 17:07:41 +0000 http://www.thedailyanchor.com/?p=5150#comment-1333 Andrew, Nice recap. Look for my top ten tweets at the conference... coming soon to a blog near you. Andrew, Nice recap. Look for my top ten tweets at the conference… coming soon to a blog near you.

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