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.
May 23, 2011 05:44 AM
By AL SIMON
One of my favorite exercises to use in our sales training classes is to ask the group to list the most important attributes of a “good” salesperson. Answers will always include persistent, quick thinker, excellent public speaker, knowledgeable, hard worker, etc. It usually takes a few minutes before someone finally says, “a good listener.”
May 22, 2011 07:58 PM
By STEVE BRAZELL and AIDEN LIVINGSTON
May 15, 2011 08:24 PM
By BRETT GERSTENBLATT
While few things are more important to sales than a strong, distinctive, respected brand, many mid-market CEOs place brand building on the back burner. This is probably because of the cost and the fact that value of brand building is hard to quantify. But it doesn’t have to be if the work is done right.
May 15, 2011 08:46 PM
By TIM WACKEL
I’m writing this from Room 1009 in the Schaumburg Marriott outside of Chicago. Tomorrow, I have the privilege of delivering one of my favorite workshops on presentation skills. Although I’m tempted to share all of the great benefits of this wonderful program, I have a more interesting (and compelling) message that I believe you’ll enjoy and find value in.
Question: What could a simple cab ride have to do with becoming a better sales professional?
Answer: Almost everything!
May 12, 2011 08:43 AM
By KEITH PETERSON
Is every quarter-end a contract free-for-all at your company? As a sales leader, do you know the status of every contract in process? Do you have the confidence to forecast contract approvals accurately every quarter? If these questions sound familiar, you are not alone. In fact, estimates indicate that 18 to 20 percent of the sales process is consumed with contract creation, negotiation, review, revision and approval processes. Studies show that the longer a contract takes to close, the less likely it is to conclude successfully.
May 10, 2011 05:12 AM
By JOE PETRONE
In a May 2010 article in the Harvard Business Review, Jocelyn Davis and Tom Atkinson refer to a study they conducted with the Economist Intelligence Unit of 343 businesses, which found that “companies that embraced initiatives and chose to go, go, go… ended up with lower sales and operating profits than those that paused at key moments to make sure they were on the right track”’
May 10, 2011 05:48 AM
By RICK KASH and DAVID CALHOUN
In the new demand economy, the margin for error for all businesses grows smaller and smaller.
May 1, 2011 08:58 PM
By BOB LITTELL
Editor's Note: This is part II of a two-part article. You can read the first part here: http://salesandmarketing.com/article/selling-c-suite-meets-netweaving