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January 18, 2011 02:00 AM
January 18, 2011 02:00 AM
  Recently I was retained by a regional VP of sales for a large financial institution to evaluate the effectiveness of his team’s sale of investment advisory services provided to high-net-worth customers. He asked me to be a “mystery shopper,” and at his request, I met with one of his salespeople while posing as a high-net-worth customer considering the possibility of changing from my current financial advisor to another investment management firm.
January 14, 2011 02:00 AM
  By Neil Mahoney
January 13, 2011 02:00 AM
  By Joan King, managing director, Loyalty, UniFocus Historically, service-based industries such as retail and hospitality have utilized mystery shoppers to help them diagnose problems—since the importance of third-party observation is undeniable. However, mystery shops at times have been controversial because of the belief that they only represent “a snapshot in time” and because of disputed findings due to internal bias.
January 11, 2011 02:00 AM
  By Mike Nelson, Vice President, Sales, NCM Fathom Business All too often, the national sales training meeting is a universally dreaded experience. It’s just another night in a hotel, additional time spent traveling, and less time to get work done. Instead of looking at it as just another sales training, wouldn’t it be great if your sales team looked forward to it?
January 7, 2011 12:00 AM
By Brian Lambert, Senior Analyst, Forrester Research
January 6, 2011 02:00 AM
Offering emergency roadside assistance, travel services, insurance, and financial services. AAA Western and Central New York (WCNY) is among the largest of AAA’s 41 clubs in the United States, with more than 880,000 members. Stretching from the Canadian border to Pennsylvania, AAA WCNY covers approximately two-thirds of upstate New York with its 14 travel and insurance branches staffed by 170 front-line associates, as well as four call centers with 200 associates answering member calls at any point in time.
January 6, 2011 02:00 AM
By Jeanne Marzano, Controller, and Niranjan Samant, Vice President, Sales and Client Services, Equilar
January 6, 2011 02:00 AM
By Dr. Janice Presser, CEO of The Gabriel Institute It’s been said that the only deal some salespeople are really good at closing is the one that gets them hired. High turnover rates in sales departments suggest this may be more common than anyone cares to admit!
December 30, 2010 12:00 AM
By Russell Riendeau, Ph.D., founder, East Wing Group, Inc. Who’s your favorite movie villain? Dr. Evil, Dr. No, Gordon Gekko, Hannibal Lecter, Darth Vader, The Joker, Dr. Octopus, The Terminator?  Google movie villains to see the big list and pick your favorites.
December 23, 2010 02:00 AM
By Cynthia Spraggs, Senior Manager, Sales Program Support PMO for Cisco Systems, Inc. An international retailer faced a pressing need: to build more traffic through its doors. At first look, it might not be easy for a network solutions provider such as Cisco to help the retailer reach that goal. But solution selling includes coming up with solutions, and so we did.
December 16, 2010 02:00 AM
By Rob Murphy, Chief Marketing Officer, MC2 The popularity of communicating virtually—whether through e-mail, instant messaging, LinkedIn, Twitter, or other social media channels—has had a significant impact on the speed at which information can be obtained.
December 15, 2010 02:00 AM
By Neil Mahoney Just about every business, be it product or service, has two or three market areas and segments that account for most of that industry’s sales—in dollars, units, or otherwise. This phenomenon is so well established and universal that it’s been given a name: “Pareto’s Curve.” It’s named after an Italian mathematician who many years ago discovered that 20 percent of the population had 80 percent of the wealth.
December 14, 2010 02:00 AM
December 9, 2010 02:00 AM
By Harvey Chimoff Trade shows are one of the oldest sales and marketing tactics, and sometimes, well, the output can look a little tired. To stand out from the pack and get the results you need, make sure you apply strategic marketing discipline to drive your trade show program. Here are 12 organization and action points to help maximize your trade show marketing. Consider how you can apply and/or adapt them in your company.
December 7, 2010 02:00 AM
By Shelley Hall, principal, Catalytic Management Cut to TV commercial. Man is sitting at his kitchen table with a knife in front of him and a phone in his hand. You hear his doctor say, “Now make a two-inch incision just below the sternum.” The patient at the kitchen table asks, “Shouldn’t you be doing this?” Excellent question. Shouldn’t your sales team be diagnosing your client’s problems, prescribing the correct solution, and then working with the client to implement the solution? After all, they are the experts!
December 2, 2010 12:00 AM
By Frank Defino, Jr., vice president and managing director, Tukaiz The Internet and mobile technologies are triggering an explosion in all types of messaging media. Marketers most likely have a clear understanding of the front end of creating and producing a campaign, such as customizing marketing materials to localizing POP/POS items and a host of other attention-getting capabilities available to us today. But then come a host of questions that are sure to be important to all marketers with a budget:
November 30, 2010 02:00 AM
By Thomas K. Connellan In an ancient Greek myth, a sculptor named Pygmalion creates an ivory statue of the ideal woman and is so taken with its perfection that he falls hopelessly in love with it. His creation seems so real to him that he expects it to speak to him and return his love. He begs, prays, and offers her gifts. When she does not respond, he despairs. The goddess Aphrodite eventually takes pity on him and brings the statue to life.
November 23, 2010 12:00 AM
Springdale, AR-based BNSF Logistics, LLC, provides dynamic, value-added transportation services to customers around the globe. Its vision is to establish BNSF Logistics as the leader in providing creative logistics solutions that consistently exceed its customers’ expectations.
November 18, 2010 12:00 AM
By Audrey Spangenberg There’s money in the clouds, and manufacturers of all sizes are making the big grab—especially when it comes to streamlining sales processes, winning deals, and increasing customer satisfaction.
November 16, 2010 02:00 AM
By Phil Krohn, vice president, Sales, West Business Services For many businesses, it’s time to do some serious re-thinking about the field sales model they traditionally relied upon.
November 16, 2010 02:00 AM
By Tom Cunningham, vice president, Talent Management; Dorman Woodall, director; Willard Scott, program manager, Sales; Paul Wheaton, learning consultant, SkillSoft
November 15, 2010 12:00 AM
By Neil Mahoney The “1-Minute Manager” is a fine book with a lot of valuable suggestions for improving business operations—BUT it encourages thinking and attitudes that lead too many of today’s CEOs to believe that downsizing their organizations is a magic bullet for permanent revenue increases and profitability—and that cutting price is the only way to sell things. As a consequence, too many businesses have the fuel mixture on their engines set way too lean.
November 11, 2010 12:00 AM
By Roman Lenzen, director of analytics, Quaero It’s time! Online ad spend is predicted to reach $100 billion in five years, up from a predicted $61 billion this year. That’s a huge shift in advertising spend. Who is best poised to tap into that incremental online advertising revenue, other than the advertisers?
November 9, 2010 02:00 AM
By Shelley Hall, principal, managing director, Catalytic Management LLC Sales executives consistently are told to “build or rebuild your sales process to match your customer’s buying process.” This is sound advice that can shorten your sales cycle, but the question is how?