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July 31, 2010 12:13 AM
Effective networking is your number one marketing tool. Creating mutually beneficial relationships where you can help each other, share information, exchange best practices, and identify new opportunities is an important end point of the endeavor. So why is it that so many people struggle with finding ways to network?
July 31, 2010 12:13 AM
Take action to stand out above the competition and get employed.
July 31, 2010 12:11 AM
The ultimate success of a first line supervisor is whether his or her direct reports are successful. Surprisingly, total sales are a misleading statistic to judge managerial success. Instead, the number of representatives reaching and exceeding goal is a better measure of supervisory skills. While a single number for overall sales results is necessary, a separate measure of sales representative performance precludes hiding the poor performers.
July 31, 2010 12:11 AM
A recent survey of sales executives at more than 200 companies, conducted at the close of the first quarter, revealed continued concern about sales prospects in 2009. At the end of the first quarter, only 29 percent of the reporting companies are reaching their year-to-date sales objectives, and only 59 percent expect to reach the annual goal by the end of the year. The suggested actions will help in navigating the uncertainty.
July 31, 2010 12:11 AM
Sales force transformation is one of the most popular initiatives among leading sales organizations. It offers the promise of improved performance, better productivity, and lower costs. In some quarters, senior management expects the VP of sales to lead an inspiring sales force transformation effort. Of course, as most sales leaders know, the downside to such efforts is they can cause field distraction, excessive expenditures, and a failed implementation.
July 31, 2010 12:13 AM
Companies that successfully weather turbulent times typically don't allow their sales strategies to remain constant. They tweak, modify, or even do a major overhaul if the competitive landscape and customer needs and buying behaviors change. The trick is knowing how much change is needed, what needs to change, and when to implement.
July 31, 2010 12:13 AM
In spite of its critical importance, pre-call planning is a relatively simple endeavor.
July 31, 2010 12:11 AM
The uncertainty of 2009 creates a compounding problem for sales executives. Are the quotas too hard? Are they too easy?
July 31, 2010 12:11 AM
Most everyone was happy to bid the sales year of 2009 a speedy farewell. Sales leaders (like others) have entered 2010 with more optimism than pessimism, but are understandably still cautious. For many sales executives, 2009 was a sobering experience they don't wish to repeat any time soon.
July 31, 2010 12:11 AM
As your company emerges from the recession, senior management is challenging you—the sales leader—to increase growth. With CFO-mandated cost controls in slow retreat, you now need to make sales force investments to improve productivity. The question is, how and where?
July 31, 2010 12:13 AM
How do you address the critical issue of reducing cost of sales…while at the same time continuing to provide visibility with clients, create awareness with new prospects, and drive revenue growth?
July 31, 2010 12:13 AM
Every day, more corporate mergers, restructuring, and downsizings are occurring. Most managers, as well as employees, aren't fully equipped to deal with the emotional impact that dramatic change can have. Adding more stress is the fact as soon as one change is complete, the next big one is on the horizon.
July 31, 2010 12:14 AM
In an age of confusion, stasis, and exceedingly low expectations, customer care can become a defining and uniquely compelling differentiator. Customers are hungry for courtesy, recognition, trust and respect. This seems completely lost on many corporations. The C-suiters see customer care as squishy, feel-good stuff—not a hard metric.
July 31, 2010 12:11 AM
Nothing distinguishes companies more than engaged workers.
July 31, 2010 12:14 AM
To dramatically increase your marketing results and ROI, I'd suggest a change of scenery. My recommendation: Move from an open market to a closed market, especially with your best customers. The climate is very different.
July 31, 2010 12:11 AM
How well does your company deliver customer experiences?
July 31, 2010 12:14 AM
Marketing is stuck in broadcast mode. Listening to the individual customer does not seem to be a priority. This is unfortunate, and a general waste of time, considering customers would likely be happy to share their preferences with selected marketers—which is probably pretty reliable information, and would save a lot of time and effort on everyone's part.
July 31, 2010 12:14 AM
Customer care is the defining competitive differentiator of the future, beginning right now.
July 31, 2010 12:14 AM
How are customers going to tell the difference between competitors? By distinguishing on the basis of value—how well your product or service actually meets the customer's need. To do so requires that customer care become and be implemented as a strategic product.
July 31, 2010 12:14 AM
Opt-in or opt-out. It's as basic as it gets. Yes or no. Polar opposites. The choice is central to marketing strategy. The question is, do you want your customers to say yes or no?
July 31, 2010 12:14 AM
The question of the moment is, "How do we increase sales and lower our cost today?" The answer is to look to your two greatest levers: database and accountability.
July 31, 2010 12:12 AM
If the most memorable thing about your presentation is how it looks, why even bother presenting? It's time to go out on a ledge and risk it all to make a lasting impression.
July 31, 2010 12:12 AM
Great content isn't enough when you're trying to influence someone. You need to keep their focus.
July 31, 2010 12:12 AM
The greatest truths are the simplest. Often, they touch what we know or believe, but with an economy of words and a clarity that cuts through all the B.S. and makes us realize the wisdom.
July 31, 2010 12:12 AM
When people say, "You need to practice your presentation beforehand," exactly what you should be doing to best prepare yourself may not be so obvious. In this, the first of two installments, we provide you with a few ideas for filling in the blanks.