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Wolfram van Wezel
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With 10+ years of experience in the B2B technology arena, Wolfram van Wezel has earned a broad understanding of the software, hardware, IT consultancy, and printing markets. His client accounts
include HP, Cisco Systems, SAP, Microsoft, Nortel Networks, Alcatel, Avaya, Deloitte Consulting, Gartner, Novell, LANDesk, MRO Software, Progress Software, NextiraOne, JBoss, and GBC.

Prior to joining 3D2B in February 2004, Wolfram worked for an international B2B customer acquisition company in Germany, where he was responsible for the project management of top international accounts.

Today, as a Senior Project Consultant and Account Manager, Wolfram is responsible for all account implementation and management. In addition, he manages all quality and performance metrics for 3D2B client accounts.

Written by: Wolfram van Wezel

The Early Bird Gets the Lead

In my last post, The Secret of Lead Generation for the Complex Sale — Part 1, I told a tale about two different sales approaches. One salesperson works like a sprinter, looking for a fast sales cycle and a quick close. The other takes the approach of a marathoner, running slower and longer, pacing himself just right to reach his destination.

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Written by: Wolfram van Wezel

Top executives are visionaries. They know where they want to take their organizations. But it’s not always easy for them to show their team the way. After all, they don’t have a GPS that tells them the exact steps they need to take to get there. If they don’t know what they want, how can you sell them?

Become their GPS.

A Tale of Two Sales People

Joanne, a sales executive for a Fortune 500 company, envisions her sales people being empowered with instant, unencumbered access to the company’s customer relationship management (CRM) data. Joanne also knows that tools such as instant messaging, chat, and e-signatures could help them to shorten their sales cycle. And she loves the idea of tablets with sales presentations uploaded on them, allowing the sales team to pull a customized presentation together on the spot, when they need it to close a sale.

There’s a problem though. It’s just a vision, not reality. Visions without execution don’t impress stockholders.

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Written by: Wolfram van Wezel

“The only way on earth to influence other people is to talk about what they want and show them how to get it,” said Dale Carnegie in How to Win Friends and Influence People. Since business development is all about influence, that’s a statement worth etching into your mind.

But first, how do you know what other people want to talk about? Ask questions and listen.

So, listening is a critical skill for all business-to-business telemarketers. It enables them to understand a prospect’s situation and respond with relevant questions and insightful answers. And because we lose the ability to use body language on the phone, listening is even more important on the phone than during an in-person sales call. When you listen, you can more easily empathize with a prospect. Also, when you listen, you demonstrate respect, enhancing the chances for business collaboration, problem solving and developing a win-win situation. 

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Written by: Wolfram van Wezel

When building your lead generation system, remember that the early bird gets the worm…and the first salesperson involved in the executive’s decision-making process likely gets the sale. It’s all about “first-mover advantage.”

First-Mover Advantage Leads to Market Dominance

The theory of “first-mover advantage” asserts that the company that is first to enter a market gains a substantial advantage over potential competitors. Think of eBay, for example, the first company to offer online auctions. They defined a new market space and became the leader. There are, of course, associated risks of a first-mover strategy. If you don’t meet market needs effectively, another company can seize your idea, perfect it, and commandeer “your” market. 

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Written by: Wolfram van Wezel

70% of Leads Generated are Never Acted on by Sales

Marketing departments put a tremendous amount of energy, time and money into lead generation. Yet, according to the American Marketing Association, approximately 70% of leads generated are treated by the sales force like confetti. They don't think it's worth the time to pick them up, check them out and follow up on them.

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Written by: Wolfram van Wezel

Reach and Qualify More Leads by Responding Faster

Are you disappointed with your results from online marketing? You’re attracting web visitorswith appetizing content, and they’re filling in your forms. But you’re having a hard time reaching and qualifying them.

You’re not alone. 78% of business-to-business marketing leaders say generating qualified leads is their most challenging task.

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