September 2013

Increase Win Rate and Profitability

The old adage, “people love to buy, but hate to be sold” is rephrased from the seller side to “salespeople love to win, but hate to lose.” Sales management might say “I want to help salespeople win, but win the right business.” The key is the hot pursuit of a win can backfire if salespeople are going after deals that aren’t profitable.

Think fast

In “Outliers,” a fascinating look at what separates high achievers from the rest of us, author Malcolm Gladwell cites a study that suggests it takes 10,000 hours of deliberate practice to develop expert-level performance.

3 Online Marketing Trends That Will Have the Biggest Impact On Your Company in 2014

Marketing a business online has never been more important or difficult. Changes are happening at the speed of light and chief marketing officers need to stay current with the latest trends.

Marketing Said, Sales Said

Profitable growth is the top goal of every company. What will a marketer say if you ask, “What is the most important contribution you make to driving profitable growth?” What if you ask a salesperson the exact same question about marketing’s role? Will the answers be the same?

Build Your Brand and the Person Selling It

Whose brand are your clients in a long-term relationship with, your firm’s or your salesperson's? This is a question that many enterprise sales organizations face and, at times, struggle with. Why the struggle? Unfortunately there is no clear-cut answer. If your enterprise relies on relationship marketing – that is, you emphasize retention and upselling over the purely transactional in your communications – you need to mesh the enterprise brand and the sales professional’s personal brand.

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