18
2014
Why Do So Many New Product Launches Fail?
The average percentage of new product failures is quite staggering. Those percentages run as high as 97% of product ideas that never successfully enter the market! The biggest shortcoming in new product introductions is the people who developed the new product did not fully understand their target market, the problem they were trying to solve for their customers and what value they would deliver. Fewer…
11
2014
Which Are You Leading With, Problems or Solutions?
If I were to go to your website right now, what would I see? Would you be talking about your company and how great you are and what wonderful products and solutions you provide? If I did, then today you are clearly in the majority of websites out there. OK, if I had a call from one of your sales people, would they start by…
04
2014
What Value Do You Place On Your Tribal Knowledge & Experiences?
Today we live in the information age where a few simple mouse clicks and keyboard taps will deliver information, but what good is that information when you don’t know how to use it or it doesn’t possess prior working knowledge. Companies turn over their workforce without giving much thought as to what tribal knowledge they are losing each time they lose an employee for whatever…
27
2014
How Much does Poor or Inconsistent Sales Messaging Affect Your Business?
I was inspired by one of Tamara Schenk’s latest articles called “The Inability To Communicate Value Messages – Biggest Inhibitor To Sales Success 2014” – http://blog.tamaraschenk.com/?p=1622. Tamara is one of the Research Directors for Miller Heiman, and in her article she states that over the past three years Miller Heiman Research Institute has asked the question: “What are the biggest inhibitors to sales success?” and…
20
2014Not getting the ROI from your CRM?
Wow! Can you believe that 135,000 people attended Salesforce.com’s Dreamforce this month? 135,000 people! That’s amazing, so I tip my hat to Salesforce.com for being the top leader in CRM solutions. Out of those 135,000 attendees, what percent would you say actually have ways to measure what the ROI is for their investment? Then, I wonder how many of those people are satisfied with whatever…
09
2014
We Have Met the Enemy and He is Us!
I was fortunate enough to have grown up with some great cartoon strips and along with Charles Schultz’s Peanuts, the little opossum Pogo, often provided us some insights into our own lives. I personally have used this quote many times to reflect on different situations in my life, causing me to take a deeper look in the mirror and take an honest look at myself….
15
2014
Can’t find what you’re looking for?
Have you ever gotten so frustrated that you just wanted to pull your hair out because you couldn’t find what you needed and you knew it was there somewhere? Well you’re not alone. One of the most frustrating things that plague sales people today is finding what they need, when they need it to help them do their job. According to a study by Qvidian®,…
20
2014
What is Your Time Worth?
We all understand that time is money, right? Well, just how much money is it worth to you and your organization? I have been amazed with the number of recent surveys and reports that have come out with how much time is wasted in the area of people searching for things they need to do their job. Now I’m not talking about the amount of…
01
2014
Sales Blunder #1: Selling Features Not Value
Barbara Giamanco, with Social Centered Selling ( http://scs-connect.com/), has been a person that I have admired for her work with some of the country’s top organizations. Barbara is a talented Advisor, Author and Speaker and a person that I am glad to personally know. When I read her latest post, I asked for her permission to re-post this insightful article and she generously gave me it….
21
2014Making a difference!
Make no mistake about it; sales people make a difference! Often times though, they need mentors in their lives to help them understand how they make a difference and why that’s important to them and the people they sell to. Notice, that I used the word “mentor” as opposed to Manager or coach, because here is how the dictionary defines the word “mentor”: 1.a wise…