Your buyer is your best teacher: Madlibs with @Simon_Blackburn

I first met Simon Blackburn when he ran sales for Connect and Sell. He is now on his own and ready for this — actually has one of the best blogs on sales technology right now on the internet. Seriously. He worked with a ton of sales organizations over his time and came away with an understanding of the sales technology landscape and how organizations can make sales technology successful. He has some great takes on his Madlibs — I hope you enjoy

  1. The b2b buyer is your best teacher – find out what they need because their peers likely need it as well.
  2. The biggest innovation in sales is gamification – real-time understanding of sales behaviors is overdue.
  3. The coolest thing happening in b2b sales is content tracking, feedback and evaluation.
  4. My favorite Sales 2.0 technology is InsideView
  5. My favorite sales book is a still David Sandler’s
  6. My favorite social media channel is LinkedIn
  7. Social selling is a window into the “human clickstream”
  8. I use LinkedIn to find a company, colleges, place or contact I have in common with a prospect.
  9. Cold calling is, er, a way of speaking to prospects?! Don’t get hung up on in-bound or out-bound – just avoid being spell-bound (and not speaking to anyone).
  10. In b2b, the idea of a funnel encourages enormous waste. Every lead deserves a resolution.
  11. The first thing every sales person should do is interview a few customers to find out (a) why they bought your product, and (b) what they do with it, and (c) how it helps. It’s often different than you think.
  12. Voicemail is great to make sure you don’t miss reverse 911 alerts.
  13. The biggest mistake sales people make is not respecting their own time and knowledge – invest it where you will have the biggest impact for your customers, company and yourself.
  14. The biggest myth in sales is that extensive research results in better sales calls. It just results in more research.
  15. My most forgettable sales experience was yesterday. Things rarely work out the way you want or expect – so forget it and move on.
  16. The hardest part of selling is putting yourself in the prospects shoes and asking “would I really buy my own product to solve this problem?” Gulp.
  17. The next “hot-thing” in sales will be Craig & Scott’s TOPO consulting mojo playbook thang~!
  18. In 2015, sales will become just ‘sales’. Companies are realizing the significant overlap between the inside and field sales roles. Titles may be the only superficial difference.
  19. My favorite sales saying is “Compared to what…?”
  20. Over the next couple years in sales, I can’t wait to see how the Facebook generation buys and sells to each other in business.
  21. Madlibs with the Funnelholic is like a long walk off a short plank…:^)

Simon co-founded Cedarcone to help customers Cedarconetackle three major issues in sales today; effective targeting through data management, streamlining CRM’s for salespeople, and creating sales content for real-time conversations.