800-CEO-READ Podcasts

Marketing and Sales for Big Complex Selling (Three of Three)

Here is the final installment to our podcast series on marketing and selling to big companies. We again have Jill Konrath and Brian Carroll talking about the topic. What we try to spend time on in this call is "space" shared between marketing and sales. Brian leads the call with the stat - "80% of leads sent from marketing to the sales organization are lost, ignored, or discarded." You can see why this is a good topic to explore.

mp3, 35:56, 24.68MB

Marketing and Sales for Big Complex Selling (Second of Three)

This is the second of three in our series on marketing and selling to big companies.

In this podcast, I talk with Jill Konrath, author of Selling to Big Companies. Jill starts the call clearly stating how selling to large corporation has changed (and her list of reasons is numerous). We then spend the rest of the call talking through mental models and tactics for working with this sector. Among the things you will hear:

• Corporate buyers do not want to be your friends.
• Take time upfront to understand what is going on inside companies.
• Voicemail is a fact of life and you need a strategy when leaving messages.
• Work with the gatekeepers.

mp3, 48:03, 33MB

Marketing and Sales for Big Complex Selling (First of Three)

This is the first of three podcasts we will be doing on B2B sales and marketing. This is a great and evergreen topic for so many. I also think I have found two people who can do the subject justice.

In this podcast, I talk with Brian Carroll, author of Lead Generation for The Complex Sale. Next week, I interview Jill Konrath, author of Selling to Big Companies. In week three, I bring Jill and Brian together to talk about the interface between marketing and sales.

So, back to Brian. The first thing I ask in the interview is "How many companies deal with complex sales?" His answer: 250,000. That means this applies to a whole lot of you.

Complex sales are getting more complicated because more people are involved (25% more), the stakes are higher for buyers (their careers), and buyers have more information than ever. We talk about events, blogs, filtering as a way to help customers through the process.

mp3, 43:47, 30.1MB