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Sales Is Always Relationship Oriented Says Entrepreneur Adam Froman

Author

Wes Schaeffer
April 21, 2020

What’s your purpose and what problems do you solve?

Click here to download the episode. 

Sales Tips you’ll learn today on The Sales Podcast…

  • 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

Links Mentioned In The Sales Podcast