DiscoverThe Sales PodcastSales Is Always Relationship Oriented Says Entrepreneur Adam Froman
Sales Is Always Relationship Oriented Says Entrepreneur Adam Froman

Sales Is Always Relationship Oriented Says Entrepreneur Adam Froman

Update: 2020-04-21
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Join The Five to make every sale.

  • Almost 100 employees
  • Ontario, Canada
  • Early 90's got the bug for technology
  • Spent time at Deloitte
  • Launched in 1998
  • Customer-centric digital strategy
  • Lost 80% of his staff in 2000 when the dot-com bubble burst
  • Got kicked into "special loans" twice by his banks during the 2002 and 2008 crashes
  • May 2008 is "burned into his memory"
  • In March 2009 he had 30 day's of payroll with 25 people
  • He and his partners mortgaged their homes and made it because of their cashflow model 
It's going to be bumpy if you want to grow."
  • He's "bootstrapped" plus government grants
  • Be careful online, i.e. Cambridge Analytica and Facebook
  • There was a church and state between marketers and researchers
  • Every touch point you give up info
  • Programmatic advertising
  • It's hard to get lists that are any good
  • You need a strong profile of who your customers are
  • What's your purpose? How can you help your customers solve their problems?
  • What's your passion?
  • Become a thought leader on platforms like LinkedIn
  • It's going to be bumpy if you want to grow
  • Sales is relationships
  • How much do you really know about your customers?
  • How much do you know about your competition?
  • How much do you know about how your competition is marketing?
  • Once you know this you'll know how to differentiate
  • What percentage of the market do you have?
  • What's your two-pronged sales approach to build consensus?
  • You need to develop the proper language to speak the language your prospects are using
  • Pull them in with great content
  • With one profile you can overlay it on other databases
  • What trade shows should you go to?
  • Create a lead generation engine
  • Data is the new oil
  • Engage and inform. Educate.
    • Translate to content for the client
    • White paper
    • Help your prospects understand how the industry will transform in the future
  • In the old days the ad agencies got all the attention while the direct marketers were 2nd class citizens...but they rule now
  • Customer-centric digital experiences
  • Use data to make better decisions

 

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Sales Is Always Relationship Oriented Says Entrepreneur Adam Froman

Sales Is Always Relationship Oriented Says Entrepreneur Adam Froman

Wes Schaeffer, The Sales Whisperer®