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July 11, 2013 11:00 PM
Business professor Michael LeBoeuf famously stated, “A satisfied customer is the best business strategy of all.” This may sound simple, but any working professional knows that satisfying customers takes more than a great product; it takes a great relationship, which is admittedly a much more complicated task. Here are three tips for working with difficult clients and customers:
July 11, 2013 05:18 AM
Editor’s Note: This is the second part of a two-part article. Part I can be found here. When a sale goes to the competition, sales managers are left asking “Why didn’t we win?” and “What do we need to do differently?” We addressed three steps to take in Part I of this article. Here are three more key steps.
July 9, 2013 11:00 PM
It happens more than ever lately. I’ll be reading an article in a magazine or newspaper and a story will be so off-the-wall that I’ll give the cover a double take to see if I’m actually reading The Onion, the satirical tabloid that cracks funny about important news of the day as well as the mundane.
July 7, 2013 11:00 PM
The stakes in pitching for multimillion dollar accounts are huge. When you lose to a competitor, beyond the lost revenue and profit opportunity, there are additional consequences. These include a possible decrease in stock price, negative press, a declining corporate image and emboldened competitors. In these situations, what often keeps senior executives up at night are the questions, “Why didn’t we win?” and“What do we need to do differently?”
July 4, 2013 11:00 PM
June 30, 2013 11:00 PM
According to the Sales Operations Center of Excellece, 54 percent of sales operations departments are less than 3 years old.  Though this department is still in its infancy for many organizations, more mid- to large-sized companies are seeing the need for a focus on making their sales teams and processes more efficient.  As this role continues to gain traction, what was once considered a project manager’s wheelhouse has turned into the newly defined responsibilities of sales operations managers.
June 27, 2013 11:00 PM
We live in a world that communicates in small bursts and at the speed of light. Because of the flood of information we are inundated with, we jump from receiving to reacting, without even a moment of pause between the two. But it is in that moment that you can change relationships and create opportunities by taking the differentiating approach of responding thoughtfully and showing that you genuinely care. Your personal satisfaction and influence will both skyrocket.
June 16, 2013 11:00 PM
One of the secrets to sales success goes back some 3,000 years to ancient Greece. The philosopher Socrates used carefully crafted questions to help his students learn more, using knowledge they already had. Now, many top salespeople use “Socratic questions” to qualify prospects and understand their pains, passions and priorities. These top performers then match their ideas, stories and information to meet the prospects’ buying criteria. Sales success is all in how questions get asked.
June 13, 2013 11:00 PM
One of the biggest problems in any company with separate sales and marketing departments is what is sometimes calls sales and marketing alignment. This can be a problem regardless of how large or how small. In other words, how do sales marketing get along, how do they interact, and how can the processes between them be improved? At LogMyCalls.com, we have analyzed millions of calls and we have some insight into the subject. From the marketing team’s perspective, here are five ways the sales department can really make the marketing department angry.
June 9, 2013 11:00 PM
Managers are forever looking for ways to improve their team's performance – be it the latest business book, closing technique or marketing automation tool. But they often overlook a valuable tool that's right under their noses: their organization's talent management practices. Talent management is generally defined as the set of practices and processes used to manage recruitment, performance, goals setting, development, succession and compensation.
June 6, 2013 11:00 PM
S. Anthony Iannarino wrote in a blog that “All generalizations are lies.” One of the biggest and most damaging is that cold calling is dead.
June 6, 2013 11:00 PM
One of the secrets to sales success goes back some 3,000 years to ancient Greece. The philosopher Socrates used carefully crafted questions to help his students learn more, using knowledge they already had. Now, many top salespeople use “Socratic questions” to qualify prospects and understand their pains, passions and priorities. These top performers then match their ideas, stories and information to meet the prospects’ buying criteria. Sales success is all in how questions get asked.
June 2, 2013 11:00 PM
No matter how much your sales associates love working for your company, none of them love it so much that they would do it for free. And while a base salary and commissions are nice, the sales contests and incentive programs you provide are key to demonstrating that your organization recognizes and appreciates the associates who go the extra mile.
May 30, 2013 11:00 PM
Social media has clearly become a force in business that won’t be dismissed. Unfortunately, while most companies understand that, few have developed the capability to leverage this ubiquitous communication tool to advance their sales teams’ efforts.
May 28, 2013 11:00 PM
The marketing content pipeline is closely related to, yet distinct from the sales pipeline. By delivering the right content via the pipeline, marketers are able to interface with customers early on in the lead generation process and then continue to feed salespeople with the materials they need throughout the sales effort. Marketing can prepare to contribute to the pipeline by first conducting market research – the core component in the beginning of any lead generation/customer acquisition effort.
May 25, 2013 11:00 PM
May 19, 2013 11:00 PM
No matter what business you’re in, customers today demand immediate solutions in real time. What they need, when they need it, and how they want to receive your product or service are important factors that drive consumer buying decisions. High demand for speed and accountability require businesses to ramp up both technology innovations and customer service capabilities to be the first, the fastest and most reliable.
May 16, 2013 11:00 PM
When does 1 percent equal 11 percent? You think “Never!” but this isn’t fuzzy math. It’s the impact you can have by changing your discounting. A 1 percent change in discounting has an 11 percent impact on your operating margins, according to McKinsey and Co. This is a seemingly small improvement with huge potential. So, what are you doing to get that 1 percent back for your company?
May 12, 2013 11:00 PM
Today’s sales world has changed. An unstable economy has forced corporate layoffs and other cost-cutting measures to reduce overhead, and financial uncertainty has been a catalyst in the demise of salaried sales jobs that are being replaced with a burgeoning pay-for-performance sales model in an effort to make sales departments more productive, efficient and cost-effective.
May 8, 2013 11:00 PM
Peter Drucker famously said that the job of marketing is to make sales obsolete. The conventional wisdom is that it’s starting to happen. Whether you call the process a funnel, a life cycle or a decision journey, marketing is said to be taking over the early and middle stages and pushing sales into a marginal role at the end, where contracts are negotiated and signed.
May 7, 2013 11:00 PM
Managers often assume that poor performers are disengaged and unhappy with their jobs. Not so, says a new study from Leadership IQ, an Atlanta-based consulting firm, which surveyed more than 200 companies.
May 6, 2013 09:48 AM
Fans of A&E Channel’s “Mad Men” will recall one of the final scenes of season 5 when Peggy Olson, newly departed from Sterling Cooper Draper Pryce, is happily holed up in a drab motel room with a grin on her face and a glass of wine in her hand. She was on her first business trip, and she had the look of a woman who had arrived.
May 6, 2013 12:59 PM
A recent New Yorker feature on Apollo Robbins described the Las Vegas-based entertainer as a “theatrical pickpocket” who, in pursuit of his craft, has incorporated principles from aikido, sales and Latin ballroom dancing.
May 5, 2013 11:00 PM
Once upon a time, business deals were sealed with a handshake and a person’s word. But in today’s business climate, sales organizations run on complex global systems where face-to-face interaction is increasingly rare. In a sea of enterprise bureaucracy and a hyper-competitive global market, sales organizations can easily lose sight of simple yet powerful ways to drive performance and keep talented salespeople happy and productive. And, let’s be honest: What’s a more powerful motivator than fast, efficient and highly rewarding sales compensation?