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May 6, 2013 12:00 AM
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?
May 3, 2013 12:00 AM
I was lucky enough to attend the Ohio State vs. Nebraska football game at Ohio State last fall. It was a raucous affair in which OSU pounded Nebraska into submission. But that wasn’t the best part. The best part was the halftime show by The Best Damn Band In The Land. They showed me something that I knew I needed to share the minute I saw it.
May 2, 2013 12:00 AM
Willy Brandt, the former German chancellor, gave the best advice anyone selling to foreign markets can possibly get: “If I am selling to you, I speak your language. If I am buying, dann müssen sie Deutsch sprechen." It’s true. If you want to do business internationally, you’ve got to communicate in the language of your target market. And no matter how small you are, you can be successful in foreign markets if you plan well and avoid five common mistakes.
April 29, 2013 12:00 AM
I love Stephen Covey’s book, “The 7 Habits of Highly Effective People.” The book’s subtitle is “Powerful Lessons and Personal Change.” Amen. What I most like about the book is that it is simple. There are 7 habits. They are easy to understand. I am not saying that I am good at all of them, but I understand and appreciate them and try to follow them in my business and personal life.
April 26, 2013 12:00 AM
April 21, 2013 12:00 AM
How often does the image a company builds through advertising and marketing match its treatment of customers through less glamorous touchpoints, like pre-sales, contract negotiations, on-boarding and billing? If it’s not often enough, then your reputation and profitability are suffering. Any time your staff engages customers there is the opportunity to delight – or, unfortunately, to disappoint.
April 20, 2013 12:00 AM
People pay hundreds, nay, thousands of dollars to gain leadership insights that will catapult their careers forward. If you like your wisdom wrapped in the wackiness promulgated by muscle-headed motivation speakers, you may end up spending thousands more treating the burns on your feet after a hot coal walk. But that’s another topic for another day. The thing about leadership lessons is they can come from the most unexpected sources, which is something you have to be aware of so they don’t rush right past you.
April 19, 2013 12:00 AM
A Forrester Research report revealed that 88 percent of executive decision makers want to have a conversation, not a presentation. This means that if you, as a marketer, want to enable your sales team to deliver successful sales conversations, traditional tools such as PowerPoint won’t cut it.
April 17, 2013 12:00 AM
One Saturday morning in June 2006, Stephen Voltz and Fritz Grobe posted a three-minute video online showing the two of them dropping 500 Mentos mints into 100 bottles of Diet Coke creating, in their words, “a miniature Bellagio fountain show.” Voltz and Grobe, former circus performers, say they told just one person about the video and by that afternoon, 4,000 people had watched it. By that night, total views hit 14,000.
April 15, 2013 12:00 AM
Wikipedia describes crisis of faith as “a term commonly applied to periods of intense doubt and internal conflict about one’s preconceived beliefs or life decisions. A crisis of faith can be contrasted to simply a period of doubt in that a crisis of faith demands reconciliation or reevaluation before one can continue believing in whichever tenet is in doubt or continuing in whatever life path is in question.” Crisis of faith
April 14, 2013 12:00 AM
There’s no arguing that technological advancements have enhanced business communication, increased productivity and provided a plethora of options for everything from sales meetings to product demonstrations to real-time training.
April 11, 2013 10:33 PM
In sales, these four words most often will determine whether or not you deliver excellence and in doing so, close the sale: Accountability Communication Comprehension Consistency While not seeking to minimize our profession, these four words can literally mean the difference between success and failure in any sales organization.
April 7, 2013 12:00 AM
When you think about the word “partner” in your channel sales strategy, you may not necessarily conjure up images of close-knit teams like Bonnie and Clyde, Butch Cassidy and the Sundance Kid, or any of the Ocean’s Eleven gang. Businesses recognize that partnerships are important, but there are a few key reasons they often get neglected.
April 5, 2013 12:00 AM
Research from IDG, AMA and others say about half of customer communications, content and sales conversations are not relevant to customers' needs; over half of the content that marketing produces is not relevant to the field/channel sales teams. It’s exceedingly difficult to be successful, i.e., to launch, sell and manage products with great market share and profits with such a large ball and chain strapped around the marketing and sales teams’ proverbial ankle.
April 1, 2013 12:00 AM
There is more data available than ever, which, in many ways makes it more difficult for sales and marketing professionals to find the data they need to pinpoint the companies that have a high propensity to buy their product or services. A 2012 report by Aberdeen Group found that salespeople, on average, spend 200 hours of non-productive time annually searching for customer data. This lack of insight into business behavior has led to a decline in the efficiency and effectiveness of B2B sales and marketing.
March 29, 2013 12:00 AM
In the heat of a sales call, it's easy to get carried away and possibly follow a tangent that the prospect is leading. That's not a bad way to gain some useful personal insight and information about the prospect. However, you always want your salespeople to be in control of the conversation and the sales call. They are there for a specific purpose and to gain detailed information about the prospect’s requirements, budget and upcoming projects for which your products or services are ideally suited.
March 25, 2013 06:06 AM
After several years of slashing costs, trying to get every ounce of efficiency possible out of the organization in order to meet analyst and stockholder demands, most studies show that CEOs have come to the conclusion that it’s time to grow the top line. Organizations will usually focus on ways to improve the effectiveness of their operations first, minimizing costs wherever possible. However, cost reduction does not grow the business, and pressure will continue to mount on CEOs to increase revenue and margin.
March 22, 2013 12:00 AM
There’s no denying that social media has taken the world by storm. Facebook, LinkedIn and Twitter boast millions of users. Social media is a huge engagement, staffing, retention and increasingly, branding tool. It’s at the foundation of what I call tri-branding. Tri-branding is when companies use social media to link both product and employment brand, as well as to get their customers to sing their praises or live their brand. The Good
March 19, 2013 05:44 AM
Most sales managers feel some resentment toward their teams at some point in their careers. It’s unfortunate, but understandable – particularly when the team isn’t meeting sales targets. And to make matters worse, most sales managers feel they can sell better than many of their team members. You may be asking yourself: Why can’t my team sell more? Why are some team members taking up so much of my time? And why won’t they just do what I tell them?
March 15, 2013 12:00 AM
The world of marketing automaton is alive and very well, thank you! Major vendors are growing 30% to 100%+ per year, while the number of marketing departments using marketing automation is climbing dramatically. Case in point: The Pedowitz Group. We were recently inducted into the 2012 Inc. 500 ranking America’s fastest-growing private proof of the power of marketing automation to increase profits.
March 12, 2013 12:00 AM
The sales pipeline is the lifeblood of any business. It’s a well-known fact: organizations live and die by the numbers, regardless of the product, service or solution. So, the defining question for any company is: Is your sales engine working? There are consultants, managers, technologies and teams of sales reps already at work in your organization. So, it’s time to take a moment to take a fresh look at how everything’s actually coming together.
March 8, 2013 01:00 AM
We’ve all heard the adage that stories sell, but did you know that claim has been scientifically proven? Jerome Bruner, a cognitive psychologist, said that a fact wrapped in a story is 22 times more memorable.
March 4, 2013 01:00 AM
When you speak with sales training professionals with the regularity that I do, it’s only natural to develop some insights about the recent trends affecting our industry. As impartial analysts, however, my firm, ES Research Group (ESR), relies on empirical data to draw real conclusions. So we conduct research.
March 3, 2013 01:00 AM
Whether as a result of a merger, acquisition, divestiture, new CMO or other major catalyst, you may be involved in an effort to refresh or rebuild your B2B brand. In today’s sales and marketing environment, it’s a bigger challenge than ever before. But it also has a much higher potential impact on your business.
March 1, 2013 01:00 AM
As this issue was going to press, the Wall Street Journal published a story by Bill Gates in which he explained that the secret to fixing the world’s biggest problems could be summarized in one word: measure. “In the past year, I have been struck by how important measurement is to improving the human condition. You can achieve incredible progress if you set a clear goal and find a measure that will drive progress toward that goal,” Gates wrote.