August 26, 2012 11:00 PM
Yes, we’re seeing signs of economic recovery, but we’re not there yet. And other market trends are making it even tougher for sales teams to hit revenue goals.
Leveraging social media, an abundance of valuable content and peer recommendations, buyers are self-educating and now driving the buy/sell process once controlled by field sales. Buyers today are making purchasing decisions in a more deliberate manner, and reps are reporting longer sales cycles.
August 23, 2012 11:00 PM
Most customers are honest and open. Though the concessions they’re asking for might be unreasonable communications experts know that every point of view is reasonable to the person holding it. The exception is when the other person is playing games.
Here’s how you can combat some of the games customers might play during tough economic times like these when they’re under pressure to get all they can from their resources.
The “Almost Done Deal” Strategy
August 19, 2012 11:00 PM
A woman is expecting a baby, therefore the family is probably in search of more space, a family car or minivan, etc. A man takes a new job in a new city, therefore he is probably looking to buy a new condo or house, switch his insurance provider, etc. Identifying patterns like these and using them to predict behavior has been the foundation of consumer marketing for decades; life events dictate the types of products people buy.
August 16, 2012 11:00 PM
SiriusDecisions helps business-to-business companies worldwide improve sales and marketing effectiveness. Management teams make more informed business decisions through access to industry analysts, best practice research, benchmark data, peer networks, events and continuous learning courses
August 11, 2012 11:00 PM
Most salespeople are encouraged to take whatever business is out there in a flat economy. The truth is this: If you begin a relationship with a new prospect in a one-down position, you’ll never regain ground. By saying “No” to unrealistic expectations and setting solid parameters right from the start, the relationship becomes reciprocal and respectful.
August 9, 2012 11:00 PM
At just 0.3 inches thin and with an easy-to-wear wristband or clip, SmartWatch makes it easy to stay on top of life with just a tap, touch and a swipe. Your recipients can read all their latest text messages, e-mails and status updates on SmartWatch and see who wants to reach them, even when their phone is at the bottom of their bag. And there are lots of new apps on Google Play update SmartWatch. For more information, contact Sony Premium Incentive Group at 866-596-4823 or visit sony.com/motivation.
August 4, 2012 11:00 PM
Sales reps must have missed the memo about the paperless office issued sometime in the early ’90s. While in New York recently, I spotted a dozen or more sales reps woefully trapped in the past.
How could I tell? The guy schlepping down a crowded sidewalk laden with an oversized sample case and a dog-eared catalog stuffed under his arm, glancing at building numbers and frantically checking his watch were the most obvious signs. Clearly he was running late for an appointment and trying to find the correct address.
August 3, 2012 11:00 PM
The proven motivational power of gift cards is a key reason managers use them in reward and recognition programs, but the advantages don’t end there. Customization and ease of administration is important, too.
August 2, 2012 11:00 PM
If your customer wants your product and needs it, it’s your sales rep's job to find a way for him to have it.
July 28, 2012 11:00 PM
Editor’s Note: In this excerpt from his book “The Accidental Salesperson” (Amacom Books, 2012), Chris Lytle relays the “accidental sales training” he experienced while tagging along with his wife on a tour of the Waterford Crystal factory in Ireland.
Lesson 1: Qualify your prospects for interest and money early in the sales process.
July 26, 2012 11:00 PM
TV tech supplier tunes up its sales and marketing teamwork and reaps instant rewards.
Businesses with mature sales and marketing organizations are seeking ways to improve their efficiency and generate more leads and customers. A big step in achieving this involves improving sales conversations, moving beyond price, brand and product quality.
July 24, 2012 11:00 PM
What if you could walk into a negotiation or a sales presentation equipped with a better game plan? Getting the maximum out of any presentation involves truly connecting with a client or prospect, communicating with them on a level where both parties walk away feeling it’s a win-win. Talking about things that are actually of interest to the client is a great way to start the process.
July 23, 2012 11:00 PM
Companies that hire salespeople would be wise to increase both the length and quality of training to show them how to sell effectively, according to a 2012 Salesperson Onboarding Survey that polled more than 500 sales management executives and business leaders. A whopping eight out 10 respondents are not satisfied with how long it takes their new salespeople to get up to speed.
July 22, 2012 11:00 PM
There isn’t a sales or marketing manager around who wouldn’t love to have Andrew Pole on his team. Pole is no sales superman, nor is he a crafter of the sort of marketing message that would make Donald Draper weep.
He’s a statistician and an economist. How would a marketing manager put this self-confessed math nerd’s skills to good use?
July 14, 2012 11:00 PM
Bill Catlette and Richard Hadden emerged on the employee engagement scene in 1998 as the “cow guys” after the publication of their book, “Contented Cows Give Better Milk: The Plain Truth About Employee Relations and Your Bottom Line.” Fourteen years later, they’re still crusading for building better workplaces.
July 12, 2012 11:00 PM
The idea of the unique selling proposition (USP) isn’t new; it’s been around since the 1940s. But don’t brush it off as being out of date. This is a relevant and powerful tool for today’s marketing professional, CEO or Entrepreneur.
July 8, 2012 11:00 PM
Confucius taught the future business administrators of China’s emperors and ruling elite. As I read his sayings, I realized I was in fact reading a business book. Topics were recognizably modern business topics and certain individuals in his text consistently spoke in particular ways and on particular themes. One sounds like a finance director, another like a marketing director and so on.
It was a short step, then, to adapt the text to the modern business idiom, yet still retain 98 percent of the original Confucian sayings in their English translation.
July 5, 2012 11:00 PM
Your team is running an optimized PPC campaign. Your efforts on social media are producing leads. Your Google page rank is steadily increasing. You’re on the first page for a variety of pertinent keywords. Because you measure your Web traffic and your phone traffic closely, you know that your Web traffic is up and your marketing is generating phone calls.
By any measure your marketing is working.
July 2, 2012 11:00 PM
Your customers and prospects are crazy busy. The last thing they want to do is change the way they do things. There might be a better way, but what they're doing works. Remember: change is always disruptive.
But your job is to make change happen, either with a new product, a process or an idea. How do you get frazzled people to stop for five minutes to hear about your magic solution?
Here are five strategies you can use to be a change catalyst.
June 24, 2012 11:00 PM
There’s much discussion these days about sales and marketing alignment, reflecting perhaps the sometimes uneasy relationship that exists between them, particularly in the business-to-business space. Numerous books have been and continue to be written on the “art” of selling, but marketing is a “science,” and should be treated as such.
June 21, 2012 11:00 PM
It takes time to develop relationships that lead to sales, but a large percentage of marketers who take the time find great results. For example, 58 percent of marketers who have been using social media for more than three years report it has helped them improve sales. More than half who spend 11 or more hours per week find the same results, and over 65 percent of those who spend 30+ hours earn new business through their efforts.
June 17, 2012 11:00 PM
If you’ve been in the corporate world for any amount of time, you’ve no doubt heard something like this:
“My leadership philosophy is to optimally leverage the passions of my people such that at the end of the day we maximize employee engagement to get them to think outside the box and synergistically drive value-added activities in a profit-maximizing way that is a win-win for our people, our shareholders and our customers.”