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Our Internal Customers Are Important Too…

by Jonathan Farrington on 05/14/2008 01:26   0 comments , 7 views
  Ask a colleague to define the customer and they will probably say ‘Someone who buys from us.’ What about internal customers? Colleagues, other departments, branches, suppliers? They are equally as important and deserve to have their problems and complaints taken seriously. External customers sense if there is a good working atmosphere, a co-ordinated approach to customer service, [...]
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The Fragmented Sales Training Industry

by Dave Stein on 05/13/2008 11:11   0 comments , 5 views
I get calls periodically from private equity fund managers and other investment bankers about the demographics of the sales training industry.  Journalists I speak with are interested in it as well.  What’s so noteworthy?  The degree of fragmentation of the sales training industry.  It’s certainly not the most fragmented.  Law firms are considerably more so, for [...]
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Breaking Through The Sales Force Field

by Martice Nicks on 05/13/2008 09:09   0 comments , 3 views
I was browsing through a sales forum the other day and ran across the lament of a person new to complex selling that felt he was left dangling when his manager and mentor left the company. Currently, he's under quota and his new Sales Manager apparently has little or no interest in his development. He said he was committed to succeeding despite the circumstances and was looking for guidance from fellow forum members.

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Understanding Sales Performance Management for its own right

by Paul McCord on 05/13/2008 09:03   0 comments , 6 views
Sales performance management (SPM) has taken the turn into mainstream business. Like ERP in the late 1980s/mid 90’s and CRM in the late 1990’s/early 00’s, SPM’s day has come. Contributor: Patrick Stakenas, President and CEO, ForceLogix Like ERP in the late 1980’s and CRM in the late 1990’s, sales performance management’s (SPM) day has come. Just hiring [...]
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Caution: Before You Hit The Enter Key for Sales 2.0…

by Jonathan Farrington on 05/13/2008 01:53   0 comments , 6 views
The JF Guest Author Spot Dave Stein I’ve observed that there is a significant gap between sellers who are technology “have’s” and those who are technology “have-not’s.”  In a general sense, that gap is defined by generation.  In other words, younger people are generally more comfortable with technology and tend to use it to help them in [...]
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Your Sales Productivity Depends on Whether Sales is A Job or Profession

by Martice Nicks on 05/12/2008 17:35   0 comments , 4 views
Someone posed the question: Based on your years of experience, if I could only give one piece of advice what would it be?

Decide early on whether sales is a job or career. If it is a career don't let anyone control the rate at which you learn. Focus on improving your sales productivity, sales effectiveness and efficiency. Buy books and training programs, go to seminars, read blogs, white papers, and articles to stay current and uncover new trends...
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Breaking Through The Sales Force Field

by Martice Nicks on 05/12/2008 17:35   0 comments , 8 views
I was browsing through a sales forum the other day and ran across the lament of a person new to complex selling that felt he was left dangling when his manager and mentor left the company. Currently, he's under quota and his new Sales Manager apparently has little or no interest in his development. He said he was committed to succeeding despite the circumstances and was looking for guidance from fellow forum members.

...
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Should lead generation ignore current customers?

by Brian Carroll on 05/12/2008 12:53   0 comments , 4 views
When you have a complex sale, it can be easy to think of lead generation as only a process for acquiring new customers rather than a process that can also be applied to generating new or more business from current...
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Understanding Sales Performance Management for its own right

by Paul McCord on 05/12/2008 12:22   0 comments , 4 views
Sales performance management (SPM) has taken the turn into mainstream business. Like ERP in the late 1980s/mid 90’s and CRM in the late 1990’s/early 00’s, SPM’s day has come.   Contributor:  Patrick Stakenas, President and CEO, ForceLogix     Like ERP in the late 1980’s and CRM in the late 1990’s, sales performance management’s (SPM) day has come. Just [...]
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What Is Operational Excellence in Sales and Marketing?

by Michael Webb on 05/12/2008 06:21   0 comments , 4 views
Hello, A reader from Microsoft recently asked me an interesting question: What are the key parameters which define Operational Excellence in a sales and marketing organization? I like the question, because Operational Excellence isn’t just a slogan or a matter...
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