20
2013
Top 10 Reasons Why Your Marketing Team is Failing You and How To Fix Them
My good friend Michael Cannon, who is the CEO of the Silver Bullet Group (www.silverbulletgroup.com), is clearly one of the top people in the industry that I believe consistently has the inside track on what Marketing organizations can do to be more effective. With his permission, I am presenting his article and hope that you, too, will become a follower of Michael and the Silver Bullet…
05
2013
Does your organization have a “Sales Culture”?
I had a discussion recently with one of the top business coaches in the country, Brian Cork (www.brianthebusinesscoach.com), and we were talking about selling to companies that have a sales culture. That got me to thinking about that term “Sales Culture” and what it meant. So, I Googled it and what I found was mostly blogs and promotions for sales training to help organizations implement…
30
2013
How to reduce ramp-up time for new sales hires
In a recent survey conducted by CSO Insights, some 70 % of companies claimed that the ramp-up time for new sales staff ranged from seven months to more than one year. This alarming statistic raises several interesting and important issues: Even though many companies claim to hire only experienced salespeople who can hit the street running, current research and data prove otherwise….
17
2013
Time is Money
The old adage that “time is money” has never been more of an issue than it is today. Have you ever noticed how everyone wants things faster? I just heard that Samsung is going to introduce a new phone that is going to have 5G speeds. This is supposed to be 100 times faster than the 4G phones that are out there today. They said…
08
2013
Don’t Talk About Products, Instead Talk About Solutions!
In thinking about creating my latest blog, one of the things that came to mind was a credo that I actually have posted on my wall above my desk. The credo that I created goes like this: Think the way your Customer Thinks Look at yourself through your Customers’ Eyes Listen to yourself through your Customers’ Ears Speak in terms of what Matters to Them…
01
2013
The number one reason why most sales calls fail (and what you can do to avoid it!)
Believe it or not, a surprising number of sales professionals still rely purely on luck and good social skills when attempting to sell at an executive level. Unfortunately, good fortune and a winning personality, while certainly helpful, are not proven strategies for delivering consistently successful results. In fact, when some 10,000 C-suite executives were asked in a recent survey to reveal their major hesitation in…
25
2013
Whether You Think You Can, or You Think You Can’t, You’re RIGHT!
Isn’t it funny how some people are their own worst enemy? I was talking to a friend of mine the other day and he was telling me about this person he had spoken to who was out of work and looking for a sales position. The man had a good number of years of sales experience but was fast approaching 70, and a lot of…
17
2013Is your sales team focused on the right target market?
There have been some really good articles written and some great LinkedIn discussions around the whole area of sales enablement and what’s working and what isn’t. So, it got me to thinking about a problem with a lot of organizations, and it centers on whether or not they have a clearly defined target market for their sales team to go after. If you were to…
02
2013
Are you retaining your investment when sales people leave?
Training a successful sales person requires a significant investment in time, money and other company resources. While that investment will hopefully provide healthy long-term dividends in the form of increased sales and market share, have you ever thought about how much of that initial investment and accrued knowledge and experience walks out of the door every time you lose a sales person? While most well…
22
2013
It’s not about the Quantity of the Content you provide, it’s all about the QUALITY!
Is your organization drowning in content or collateral that your sales or marketing departments have created? If so, you’re not alone. I’ve spoken to numerous organizations who have confessed that they spend about as much time searching for the right content within their own organization as they do in front of a prospect selling! There are a couple of reasons for this. One reason is…