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February 27, 2012 12:00 PM
February 20, 2012 12:00 AM
There’s been a lot of talk about “1 Percenters” in political circles. In business, the focus is on the “10 Percenters” after a study by European academics Heike Bruch and Sumantra Ghoshal revealed that only about 10 percent of managers take “decisive purposeful action” when necessary. The remainder were busy, but not very effective: 40 percent were energetic but unfocused; 30 percent had low energy, little focus and tended to procrastinate; and 10 percent were focused, but not very energetic.
February 19, 2012 10:30 PM
Listening is far more important than talking and schmoozing when you want to earn the respect and trust of your prospects – especially in the first meeting and the early stages of the business relationship. Even if you’re responding to a prospect’s inquiry, it’s important to remember that prospects must first respect and trust you and your company before they’ll be comfortable buying from you.
February 13, 2012 12:00 AM
Landing big, new contracts is cause for celebration at most companies. The smart ones, however, get busy understanding the reasons behind their success instead of getting giddy over it, says Rick Reynolds.
February 9, 2012 03:12 PM
The advent of steam-powered machines, most notably locomotives, ushered in the Industrial Age nearly 200 years ago. The early leadership of railroads and other business enterprises was drawn largely from the ranks of the military. Not surprisingly, these top brass brought with them the hierarchical, authoritative leadership model that had served them well in their former military careers.
February 6, 2012 12:00 PM
February 6, 2012 12:00 PM
A Q&A from Sales & Marketing Management SMM: There has been a lot of debate online about the theories you propose in your new book. Before we get to those, however, why did the world need another sales book?
February 2, 2012 01:00 AM
Despite three decades of experience, a history of “strategic” successes at select companies, and an abundance of technologies designed to support both disciplines, for the most part, sales and procurement continue to dwell on tactics.
January 27, 2012 09:32 AM
January 13, 2012 01:25 PM
By NEIL MAHONEY Making the sales process more time-effective is not easy because salespeople have so many unavoidable duties they must perform: call reports, expense reports, travel time, handling complaints, maintaining relationships… The list never ends.
January 5, 2012 02:34 PM
January 3, 2012 07:51 AM
By JOHN HAND, CEO, MobilePro Mobility, intuitive cloud-based tools, iPads, iPhones, and social media have forever transformed the sales ecosystem. Across all industries and sectors, salespeople are no longer chained to a desk or landline, and managers and executives agree that integrated technology makes selling more efficient. The biggest challenge is getting salespeople to adapt to new technologies and finding tools that tackle tedious tasks and make time for more deals.
January 1, 2012 12:00 PM
New York Times columnist Thomas Friedman has an amazing ability to bring clarity to complicated world events by pulling apart the pieces and, often, finding apt analogies that enhance his messages. He did it in a column titled “Help Wanted.”
December 23, 2011 10:07 AM
Many managers think their sales team needs help building negotiation skills but they can’t articulate why. In this second part of a two-part article, Grande Lum, the founder of the sales consulting firm Accordence, summarizes the final four factors (out of a total of nine) that can help sales managers determine if and where negotiation improvements can be made. If you missed Part I of this article, you can find it here.
December 16, 2011 04:06 PM
Many managers think their sales teams need help building their negotiation skills but can’t articulate why. Most salespeople possess some level of intuitive negotiating skills, but many lack the discipline necessary to simultaneously sell and negotiate. The result can be less value for the company and bonus dollars for them.
December 8, 2011 01:26 PM
By BILL ROSENTHAL You just got word that a customer’s angry. The shipment was late or there’s a pricing error on the invoice. Or maybe there’s a quality glitch. Whatever the problem, you have to apologize.
December 2, 2011 06:46 AM
By JOHN GOLDEN While most sales organizations subscribe to the concept of being buyer-focused, particularly in the complex sale, it has always been accompanied by the belief that a seller can bring value to a customer at many different junctures during a sales cycle, which in turn relies on the salesperson gaining access to the buyer at these various junctures.
November 30, 2011 01:49 PM
By LEE B. SALZ When a sales candidate accepts a job offer, everyone is all smiles. Yet, those smiles can quickly turn upside down if you are making any of these salesperson onboarding mistakes.
November 28, 2011 06:59 AM
By SCOTT RICHARDSON It starts with the realization that it would be useful to exchange data between your company’s marketing systems and your enterprise ERP (Enterprise Resource Planning) and CRM (Customer Relationship Management) applications.
November 17, 2011 02:17 PM
By MICHAEL LEIMBACH A recent conversation with a VP of sales highlighted the frustrations of many sales professionals in this weak economy. “How do we gain the attention of customers when they are being flooded with calls from so many sales reps?” he asked. “How do we differentiate ourselves enough that they want to talk to us and not feel they are getting the same story they hear from every other company?”
November 11, 2011 11:09 AM
By NICO SCHINAGL Think the economy is hurting your profit margin? Think again.
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
November 3, 2011 08:49 AM
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.