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September 6, 2011 06:29 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 07:25 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 07:15 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 03:14 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 03:39 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 06:57 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 06:44 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 05:39 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 11:50 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 11:59 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.
July 25, 2011 06:37 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 24, 2011 11:14 PM
By CHRIS BENNETT There is one step in the sale process that has a disproportionately large impact on whether your sales team makes a sale or not. Can you name it? It’s the discovery meeting or the first meeting with a new prospect. Why is the discovery meeting so important? Because there’s no other step in the sales process in which the salesperson can accomplish so much in so little time.
July 22, 2011 07:22 AM
By CARY M. SILVERMAN, M.D.
July 17, 2011 08:37 PM
By STEVE CARLSON How familiar is this scenario? Your team goes through an intensive training program aimed at improving sales effectiveness. However, once training is complete there is little input on how or when the skills learned should be used to improve the selling cycle. Employees may understand the training, but aren’t familiar with ways to apply the new skills to create mutually beneficial relationships with clients.  Reinforcement of skills post-event is a challenge, and technology is absent from the learning strategy.
July 17, 2011 09:06 PM
By Kevin Davis Most salespeople have been taught that a faster pitch means a faster close. In my experience, salespeople who hurtle through their sales process without paying attention to the speed of the customer’s buying process are going to lose the sale.
July 11, 2011 07:09 AM
By FORD KANZLER
July 7, 2011 07:32 AM
In the first part of this article, we talked a bit abstractly about the social channel and its rapid growth and expansion. Now let’s talk about how to leverage and optimize our existing digital strategy – in order to do this effectively we have to stop thinking of e-mail as isolated or something we do on the side. Rather, think of it as I said before: content for the express purpose of consumption and with a bit of luck and ingenuity, conversion.
July 4, 2011 11:36 PM
By LEN SHNEYDER I recently sent my 1,000th tweet. It was the middle of the day – I was at our North American user conference. The tweet went something like this: “This is my 1000th tweet.”
June 27, 2011 06:39 AM
By DAVE MATLI Increasingly, marketers are jumping into brand licensing. However, there are perceptions that it’s a simple, low-cost way of creating new revenues without having to invest in new product lines, R&D or even marketing. That can be partially true, but there is also a hidden risk inherent in poorly executed brand extensions.
June 27, 2011 07:27 AM
By STEPHEN REILY 2011 may be the year when the first Baby Boomers turn 65, but the average Boomer is still only 54, and the nearly 40 million female Boomers (few of whom expect to retire anytime soon) will remain a meaningful part of the workforce for many years to come. Successful managers need to get the most out of these women, both individually and in the context of a multi-generational workplace.
June 20, 2011 06:37 AM
By JOHN R. TREACE
June 20, 2011 07:09 AM
By NICK VAIDYA
June 6, 2011 11:22 AM
By THOMAS A. FREESE
June 6, 2011 11:30 AM
By DAN McDADE
May 26, 2011 06:21 AM
By TROY FORGET Print and digital worlds are increasingly converging as marketers look to engage prospects on multiple fronts and cut through the clutter with relevant, high-impact and immersive materials. Through interactive print, they can use the traditional print medium to extend brand interactions online – increasing retention and brand recall, while captivating and informing their audience.