Tuesday, 22 May 2012
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Why Don't Your Prospects Want to Talk to You?
Why Don't Your Prospects Want to Talk to You?

We spend a significant amount of our sales and marketing effort on filling the pipeline with prospects and following up with them. With a full pipeline and consistent follow-up, you are bound to make plenty of sales, right? Well, much of the time that's true. Finding the right people to contact, and actually making those contacts, will in many cases produce results. But sometimes, it's not enough.

To close a sale, you need to get your prospective clients to agree to some sort of presentation. It may happen in person or over the phone, take five minutes...
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Maureen Blandford,

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Maureen Blandford is a native Chicagoan, working out of Dayton, OH, swimming upstream against the powerful Madison Avenue Branding current. Her world is B2B. Regarding her first book, Branding Doesn't Work in B2B, Blandford says, "I'm doggedly determined to help B2Bs with a direct sales force understand that in B2B it's people, and how they perform in the sales and delivery processes that have the greatest impact on current and future customers. Not Branding.

While most selling organizations train for consultative selling, they can’t quite let go of the Features/Functions/Benefits (FFB) sale. The consequences of having a sales “foot” in each of these camps are understandable, including:

* Inefficient sales process
* Inability to maintain solid relationships at the right level
* Compromised pricing
* Confusion to the mkt folks - do they support the consultative sale or the FFB sale?

Maureen’s team at MindTime® Group is dedicated to helping B2Bs align marketing and sales support to a great consultative sales model so they can markedly improve their margins through more efficient sales cycles and great consultative selling.

As CEO of the MindTime Group, Maureen Blandford helps her clients break through ineffective marketing strategies to develop tactics that work. Blandford combines her 20 years of practical expertise with her ground breaking theories to alert B2B decision makers to reallocate marketing dollars to a consultative selling motion. AT&T, NCR, The Iams Company, McAfee, Health Plus Technologies, PSC, are just a few of the many clients she’s worked with.

"Maureen Blandford's book has captured a share of my mind. If you want your customer to pay attention to your message, this book is a must read, and a MUST IMPLEMENT!" - Jeffrey Gitomer author of The Sales Bible & The Little Red Book of Selling

"It makes sense to us. In fact, everything in this book jived with our 25+ years experience in the software business. It's a quick read, with more common sense packed into less than 100 pages than we've seen in a long time." Gordon Graham Editor, SoftwareCEO

"Stop wasting big dollars on branding initiatives. B2B salespeople desperately need quality tools to help them crack into corporate accounts, create demand and win sales. Maureen Blandford knows what it takes to get the maximum impact from your marketing investment." Jill Konrath author of Selling to Big Companies and Chief Sales Officer, SellingtoBigCompanies.com


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Perhaps you’ve heard about Merrill Lynch’s John Thain’s $1.22M office...
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