You are right on the mark.

The Spin Selling excerpt is a great bit of advice on how to handle sales situations with sophisticated buyers on the high end.

My own clients are the absolute best sales people in the world (or at least in Canada). If I were to use presumptive closing with them, I’d be in hot water. So I was on board with sharing information rather than selling instinctively.

But I do like Neil Rackham’s technique of asking for final concerns before taking the order.

In my own sales, I spend more time disqualifying leads. “I want a great website” doesn’t get you on top of what is a commitment in terms of time or money to be measured in tens of thousands and not hundreds of dollars.

My most successful clients invest more of themselves and invest more in our work than the others. We’ve improved, though, and for a price, we can even do wonders for a totally hands-off client.

But then he or she still better be busy out in the field selling.

In any case, thanks for the link.

While I respect your desire to connect with prospectful clients, I think it is very tacky to leave a ‘Pitch’ as a reply, when clearly the initial post was not a request for a pitch or even a request directly from you about Adapt SEM. In the future a simple I’d like to connect would be more professionally appropriate. In the world of SaaS ( As I’m also a biz dev/sales type for a SaaS in the Analytics/SEM vertical ) one has to watch how it is perceived. I rely heavily on the consultative “SPIN Selling” theory, I recommend you pick it up at your local book store or Amazon, You can even read it free on Google books….

The books ‘Spin Selling’ is a great read for anyone in sales end of a marketing organization especially if B2B as most of us in Software as a Service are.

All the best,

-Jay / Toronto Canada ‘ confidential company ‘

I just ran into your blog and I wanted to share with you what we offer here at Adapt Technologies for PPC solutions. The best way to understand what our tool offers for agencies managing multiple accounts is to attend one of our quick online demos.

Per your request, I’ve highlighted below some of the positive results clients using our web-based PPC management tool are taking advantage of (agencies producing for their clients).

Benefits Snapshot:

* Significant CPA/CPC savings—results, targeted ad spend
* Massive reductions in time spent analyzing performance, competition and bid strategies
* Immediate Integration of automation into workflow
* Grow business without adding new staff

Some Features:

* Optional Automated or Controlled Bidding (algorithm driven)
* Ad Testing & Optimization / Keyword Expansion
* Powerful Competitive Analysis Tools
* NO CONTRACTS – Low Flat Monthly Fee (no % of spend)
* Unparalleled Live Support (no additional cost)

Adapt SEM provides a practical solution that will allow for profit maximization during a time when markets are demanding we all pay close attention to our bottom lines. Please call me to talk more. Thank you!

Sincerely,

Alan Andalon
Account Manager
Adapt Technologies, Inc.

It’s not so easy to be a young company, as personal experience has shown.

Best of luck with all.

We’ll be sure to add business hours on the site - that’s an oversight on our part. Thanks for the heads up though, and if there is anything you feel we should be doing differently (other than posting our prices on the site, which we will consider), please don’t hesitate - I’m all ears. We’re a very young company and we’re willing to adapt if it will help agencies.

Marc