10
2012Selling Myths and Realities
I attended one of the first Sales 2.0 conferences that Gerhard Gschwandtner of Selling Power Magazine held about ten years ago and had the pleasure of sitting with and meeting Michael Nick. Michael is the author of four great books on selling called: “Why Johnny Can’t Sell, ROI Selling, The Key to the C-Suite” and his new eBook, Why Johnny STILL can’t Sell. Michael also…
13
2012Bridging the Sales & Marketing Disconnect is No Easy Task
I wanted to get back to this discussion because it impacts so many organizations. This isn’t a new problem, it is one that has existed for decades and there are no clear signs of remission despite many efforts to find a cure. One of the problems clearly is in how the two entities, Sales and Marketing, identify themselves and what they believe their mission is….
17
2012Why Sales throws Marketing under the bus (and how you can avoid the fatalities!)
Sales asks: How many marketers does it take to screw in a light bulb? Sales answers: 15 1 to ignore the request from sales for more light. 1 to develop a creative brief on why light is important. 7 to shoot the YouTube video on how to screw in a light bulb. 1 to evaluate the amount of light offered by competitors and draft a…
15
2012“Be Prepared” is not just a Boy Scout Motto, but also a rule by which all great salespeople live by!
Clearly one of the greatest challenges facing sales organizations today is making sure that their sales people are as prepared as they need to be to effectively win more business. We constantly hear reports from organizations like IDC, Aberdeen Group, Forrester Group, etc. that only 25% of prospects rate salespeople as being knowledgeable, effective, or prepared when they call upon them. 25% that means that…
11
2012The Top-20 challenges salespeople face
Sales directors and managers spend much of their time thinking about what types of advice, tools and support they can give to their teams in order to improve productivity and performance. That got me thinking. To provide the most effective support for salespeople, you first need a detailed understanding of what challenges, problems and issues they face on a regular basis. So I made a…