February 6, 2012 01:00 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 02:00 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 10:32 AM
By TOM GRUBB
January 13, 2012 02:25 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 03:34 PM
By WILL WIEGLER
January 3, 2012 08:51 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 01:00 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 11:07 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 05:06 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 02:26 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 07:46 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 02:49 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 07:59 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 03:17 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 12:09 PM
By NICO SCHINAGL
Think the economy is hurting your profit margin? Think again.
November 10, 2011 04:45 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 11:41 AM
By THOMAS A. FREESE
November 3, 2011 09:49 AM
By JOHN GOLDEN
October 26, 2011 02:02 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.
October 24, 2011 12:20 PM
By JOHN S. FURMAN
We all remember those chilling words spoken by HAL, the computer, in 2001: Space Odyssey, “I’m sorry Dave, but I cannot allow you to do that.” Imagine, a computer telling a human what he can do! That could never happen… right?
Ironically, over the past 10 years or so, a craze of online hiring tools has swept the nation. Everyone seems to be using not only an online application system, but a computerized hiring process.
October 13, 2011 12:47 PM
By LIEF LARSON
For the last decade and a half, the focus of online business has been to take people out of the sales process. While this model works well for many types of low-involvement and frequently purchased items (books, consumer gadgets, toys, printer toner, shoes), it fails for complex, online-to-offline transactions in which product and sales professionals are still essential to the sales process.
October 3, 2011 07:40 AM
By JOHN TREACE
October 3, 2011 07:11 AM
By LOU SCHACHTER
Remember Twister, the game where you spin a dial and get instructions to put your left foot on red and your right hand on green? Before long everyone is tangled together and dropping in a heap, laughing hysterically.
Unfortunately, a lot of direction that salespeople receive today is much like, “Put your left hand on yellow. Now place your right foot on blue.” As a result, salespeople are overwhelmed, confused, and quite frankly, tangled – and no one is happy.
September 29, 2011 09:11 PM
By KEVIN T. McCARNEY
Of all the influences in our lives, time seems to be the one we feel we have the least ability to manage. But actually, it is the one we have the most control over. In fact, it’s an area of opportunity.
Time is perfectly consistent. The circumstances that we put ourselves in throughout any given 24 hours are what change. When we overschedule our lives, we create the circumstances that make time seem as if it was working against us.
September 26, 2011 07:39 AM
By MICHAEL KEATING
The federal government buys a lot of products and services. Total government purchases of goods and services in the U.S. (also called government consumption and gross investment) will reach $3.06 trillion in the fourth quarter of 2011 versus $3.03 trillion in 2010, according to St. Louis-based consultants Macroeconomic Advisers. Of that total, federal purchases will exceed $1.2 trillion.