November 10, 2011 03:45 PM
By KEVIN DAVIS
Most sales managers I know have a love/hate relationship with the prima donnas on their sales teams. They love the star player’s passion and hard work; they hate the self-centered behaviors that demoralize or discourage the rest of the team.
November 7, 2011 10:41 AM
By THOMAS A. FREESE
November 3, 2011 08:49 AM
By JOHN GOLDEN
October 26, 2011 01:02 PM
By PAUL RAFFERTY
Over the past three years, much attention has been paid to sales and marketing “alignment.” That is, these two functions have worked toward mutually defining the ideal prospect profile, how leads are scored, when marketing should hand-off to sales, when sales should hand back to marketing, etc.
October 24, 2011 11:20 AM
By JOHN S. FURMAN
We all remember those chilling words spoken by HAL, the computer, in 2001: Space Odyssey, “I’m sorry Dave, but I cannot allow you to do that.” Imagine, a computer telling a human what he can do! That could never happen… right?
Ironically, over the past 10 years or so, a craze of online hiring tools has swept the nation. Everyone seems to be using not only an online application system, but a computerized hiring process.
October 13, 2011 11:47 AM
By LIEF LARSON
For the last decade and a half, the focus of online business has been to take people out of the sales process. While this model works well for many types of low-involvement and frequently purchased items (books, consumer gadgets, toys, printer toner, shoes), it fails for complex, online-to-offline transactions in which product and sales professionals are still essential to the sales process.
October 3, 2011 06:40 AM
By JOHN TREACE
October 3, 2011 06:11 AM
By LOU SCHACHTER
Remember Twister, the game where you spin a dial and get instructions to put your left foot on red and your right hand on green? Before long everyone is tangled together and dropping in a heap, laughing hysterically.
Unfortunately, a lot of direction that salespeople receive today is much like, “Put your left hand on yellow. Now place your right foot on blue.” As a result, salespeople are overwhelmed, confused, and quite frankly, tangled – and no one is happy.
September 29, 2011 08:11 PM
By KEVIN T. McCARNEY
Of all the influences in our lives, time seems to be the one we feel we have the least ability to manage. But actually, it is the one we have the most control over. In fact, it’s an area of opportunity.
Time is perfectly consistent. The circumstances that we put ourselves in throughout any given 24 hours are what change. When we overschedule our lives, we create the circumstances that make time seem as if it was working against us.
September 26, 2011 06:39 AM
By MICHAEL KEATING
The federal government buys a lot of products and services. Total government purchases of goods and services in the U.S. (also called government consumption and gross investment) will reach $3.06 trillion in the fourth quarter of 2011 versus $3.03 trillion in 2010, according to St. Louis-based consultants Macroeconomic Advisers. Of that total, federal purchases will exceed $1.2 trillion.
September 22, 2011 11:44 AM
By TIM HANDORF
The sales industry is constantly on the go and let’s face it, selling is not a “some of the time” thing. It’s an “all the time” thing. Sales executives are expected to always be upselling existing customers and finding new customers. Selling is in your blood and salespeople know it is most effective when they are out on the road selling.
September 15, 2011 10:20 AM
By Jennifer Lumba
Sales and marketing teams can only achieve and surpass goals with strong employee engagement. While the ends once always justified the means, they don't anymore. Companies can no longer survive and strive with the one-hit wonders. We need individuals and teams that embrace the here and now as well as the later.
September 15, 2011 09:40 AM
By Rick Kirschner
Riddle me this: What technique works as well with a negative person as it does with a 2-year-old at home?
Answer: The Polarity Pattern!
What happens when you tell a 2-year-old to go to bed when the older kids are still up?
September 12, 2011 05:38 AM
By JEANNETTE de BEAUVOIR
September 6, 2011 05:18 AM
By AmyK. HUTCHENS
Just last December, Sharon, a harried CEO, shared that her executive team needed leadership training. With tighter profit margins, a faster pace, a growing customer base and more competitors, she needed her executive team to think, communicate, innovate and lead better, and… handle stress better.
September 6, 2011 05:29 AM
By COREY WEINER
Salespeople sell stuff. You don't think they can interview impressively and charm someone into a second meeting?
An anomaly is the sales professional who, when production expectation and compensation subjects arise in an interview says, "Gee, not sure. I will plan this and that and employ all my contacts to wind up at X in revenues, but cannot promise a number in good faith."
August 29, 2011 06:25 AM
By ROBERT S. GNUSE & KHALID HARRIS
“I’ve never seen a client/sales automation tool that could sign a contract.”
Those were remarks made 20 years ago from a salesperson when asked his opinion about automating sales call reporting companywide.
Fast-forward to 2011 – and enterprise-wide sales automation implementation is still met with the same reluctance and skepticism by the sales force.
August 29, 2011 06:15 AM
By MIKE GULLICKSON
I’ll never forget my father telling me early in my sales career, “Nothing happens until something is sold.” And quite frankly, nothing could be truer and resonate more profoundly throughout my entire working life. As a veteran sales, service and marketing person, this mentality stuck with me and is the foundation of almost every business decision I have made in over 25 years.
August 21, 2011 02:14 PM
By KARL-HEINZ SEBASTIAN
He feels like he’s in the dock, facing a sentence from the judge. The wooden bench he’s sitting on is cold and hard. Behind the heavy doors, the directors are holding their board meeting. They’re already behind schedule; he’s been waiting for 45 minutes now. Soon he’ll be called in to give his sales report, and to defend the damning accusations: rising raw material costs not duly passed on to customers, and losses of millions of euros. If they find him guilty, his head will roll.
August 21, 2011 02:39 PM
By NEIL MAHONEY
Here are seven tips based on actual experience that can help salespeople maximize their scarce, but valuable time. They show how to best capitalize on the major wants and needs of top prospects and use selling time most effectively. Share them with your sales team.
1. Prioritize Your Prospects.
August 11, 2011 05:57 AM
By ADAM BLITZER
It’s an age-old battle: the war between sales and marketing. Marketing runs a campaign that generates hundreds of leads, and then rests on its laurels. Sales gripes that none of the leads were qualified or interested in buying the product. Until interests are aligned, the two departments may never agree, so there are some simple steps that sales and marketing can take to help make campaigns more successful for everyone.
1. Align Department Metrics
August 11, 2011 05:44 AM
By ANDY ZIMMERMAN
Many companies today are finding themselves mired in a content crisis – one that stems, somewhat paradoxically, from both content overload and, at the same time, a lack of relevant, compelling content.
The glut of content is actually something your own prospects are likely facing – a veritable case of information overload, thanks to the 247 billion e-mails sent each day. According to some estimates, consumers also see and hear up to 3,000 marketing messages per day. Wow!
August 8, 2011 04:39 AM
By DEAN DAVISON
Sales reps crave insight into customer challenges and information about competitors already working in their accounts. However, a recent Forrester report reveals that competitive and market intelligence (CMI) deliverables often end up confusing and overwhelming sales reps instead of helping them.
July 31, 2011 10:50 AM
By PAUL RAFFERTY
A pattern is emerging in B2B marketing -- CEOs are frustrated that they can't find a VP of marketing who can do it all, and marketing executives are leaving their positions or being let go because either they don't have the capabilities or aren't being given the resources to do their job in today's Sales 2.0 world.
July 31, 2011 10:59 AM
By NEIL MAHONEY
A study of 722 U.S. business executives showed:
1. Almost 60 percent said their company only converts 10 percent of their leads to sales.
2. Another 60 percent said company revenues could be increased by 15 percent or more with proper follow up.
3. 53 percent said their company had no formal process for qualifying and validating new-business opportunities.
4. Only half the execs thought sales and marketing worked well together on projects that required teamwork.