Author Archives: Dailius Wilson

The 2017 A to Z Guide for Modern Sales Professionals

With so many different resources on sales available online – it can be difficult to find an up to date guide on the key concepts for both seasoned professionals and beginners alike. Taking into account the latest developments in the field – I have put together this A to Z guide for modern sales professionals…

Continue Reading →

Cashing in On Company Culture

In every board room I have ever been in; revenue, competitor movements and key user metrics were the core focus of discussions. Not once have I heard an executive talk explicitly about culture. Time are changing. Today Craig Rosenburg from TOPO published an article examining how culture is rapidly rising to be a key determinant…

Continue Reading →

Uncovered: The Diminishing Returns for B2B Content Strategy in Sales & Marketing

If marketing & sales is meant to be creative – why does my inbox look the same everyday? As I drink my morning green tea; I sift through vendor message after vendor message; shamelessly promoting their product without any form of personalization. The sales enablement vendors all have some kind of “playbook” for improving my…

Continue Reading →

How I Transform Underqualified Leads into Executive Level Opportunities Everytime – The Courtesy Note Formula

Countless B2B businesses have the same problem. Someone junior or mid-level stumbles onto the site and/or submits a free trial request. We all know what normally happens….. You organise a demo only to hear from your Account Executive that they have no purchasing authority and the meeting was a waste of time. There is another…

Continue Reading →

Why Sales is a Love Affair

It’s not always love at first slide. Sometimes when I greet a new prospect and our eyes meet; I know then and there something magical is going to happen. Most of the time it’s not that simple. The sales journey reminds me of both the best and the worst relationships I have had in my…

Continue Reading →

Why Doesn’t Good Content go Viral?

I see some pretty weird stuff on Linkedin. I think we all do. Sometimes I have to pinch myself and pretend I’m not dreaming. Today amongst the self promotional company posts, advertisements and occasional quality articles; I always find something that baffles me on what has become the ‘gold standard’ in corporate social networking sites.…

Continue Reading →

Going to Battle Against the Competition

This post is inspired by an incident I encountered here in Silicon Valley a few weeks ago. If I am half way through a meeting and my prospect asks how we compare to a competitor; I have failed my job. If I create enough excitement; if I create a talk track which is unique, compelling…

Continue Reading →

The FIELDD Method – Resurrecting Field Sales in the Enterprise –

Compared with the phone or email – I have always had much more success in person. I think deep down, the Australian values still run strong; we are a proud people and place a lot of value in getting to know someone on a personal level before we do business. That’s why I feel uncomfortable…

Continue Reading →

United, Pepsi & Russia…Is Social Media the New Democracy?

2017. The Year of the Scandal. Firstly, we had potential Russian influence in the American election. This then developed into several key government officials having apparent ties to the Russian government. Secondly, Pepsi pulled its multi-million dollar marketing campaign featuring Kendall Jenner after a public backlash. The campaign was accused of hijacking momentum from the…

Continue Reading →

The Perfect Elevator Pitch

I don’t care what anybody says; a relationship is made or broken in the first 60 seconds. In business, first impressions are everything. Whether we are pitching a product, idea or involved in day-to-day sales; the way in which we spark this initial interest must be simple enough to communicate the idea, yet sophisticated enough…

Continue Reading →

Page 1 of 7