July 18, 2016 05:00 AM
As Frank Sinatra crooned, as far as love and marriage are concerned, you can’t have one without the other. It turns out the same holds true for marketing and sales — though even Ol’ Blue Eyes would have had a hard time writing a rhyming ditty around that pair of words.
July 15, 2016 12:00 AM
Whether you are a business leader or individual contributor, figuring out how to keep your value proposition relevant in a growing era of technology (robots, kiosks, apps, etc.)is going to be critical for ongoing survival. That is why I wrote the Seven Personalization Principles Model (7-P) to help illuminate how organizations and individuals can customize and personalize to winin the new economy.
July 14, 2016 12:00 AM
As I prepare to write this article, a hundred things are running through my mind. First it’s June and the quarter close. Simultaneously I’m scanning my email “clutter” file to make sure MS Outlook still knows better than I do what is clutter and what isn’t. Intermittently, snippets of recent prospect and client conversations interject.
July 13, 2016 12:00 AM
I’m sure many of us have unsuspectingly picked up the phone only to be ambushed by a fast-talking sales pitch. Despite making our best effort to extend professional courtesy, we simply don’t have time to listen to a sales pitch most of the time. The result is that we will typically do our best to end the call as quickly as possible so we can get back to work. Whether we are “in a meeting,” “late for our next meeting” or we simply choose to hang up, we will rarely feel any guilt about our narrow escape.
July 11, 2016 05:26 AM
A disturbing trend that I am seeing in the marketplace is an escalating level of apathy at the senior executive level as it relates to the effectiveness and value of their sales organizations. In other words, more and more executives seem to be throwing in the towel when it comes to salespeople actually being able to move the revenue needle. As I dig deeper, I see two fundamental causes for this:
July 8, 2016 12:00 AM
The world of sales has changed significantly in recent years, mainly driven by advancements in technology. The sales organization has been influenced by technology available to customers, which has drastically increased the amount of information accessible to buyers to help them with purchasing decisions.
July 3, 2016 12:00 AM
There’s a persistent “myth” in software development: great developers are 10X more productive than average developers. I call it a “myth” in quotation marks because there’s disagreement around that statement in the software community. For one thing, it’s hard to precisely measure the difference. Is it 2X, 3X or 5X instead? And second, the adoption of agile management has tended to emphasize the productivity of teams and to downplay the notion of the solo rock star programmer.
July 1, 2016 12:00 AM
iPads and other tablet computers are rapidly changing the sales game and helping sales reps achieve their goals faster and smarter. According to Apple CEO Tim Cook, 94 percent of the Fortune 500 and 75 percent of the Global 500 are either testing or deploying the iPad.
June 27, 2016 12:00 AM
The pit in cold callers’ stomachs should growl with hunger every day. Hunger can’t be taught or nurtured. You’re either born hungry or you’re not. You’re either fully consumed by a visceral, bone-deep desire to succeed or you’re not. ‘Content’ is a dirty word in sales. It’s usually the incipience of losing interest in selling.
June 27, 2016 02:47 PM
As we were headed to press with this annual issue on technology and its impact on the worlds of sales and marketing, the Tribune Media Company, owners of such notable newspaper brands as the Chicago Tribune, Los Angeles Times, and Baltimore Sun, announced it is rebranding the company as “tronc.”
No, that’s not a typo. It’s really tronc — with a small “t,” as in “tribune online content.”
June 27, 2016 08:25 PM
“If it involves arranging words in rows with occasional punctuation, then I’ve given it a bash,” says Jonathan Crossfield, a Sydney-based marketing consultant. On his entertaining and informative blog, Crossfield sounds off on a wide range of ideas regarding using words to build your brand. We focused our discussion on content marketing.
June 24, 2016 12:00 AM
You have built a beautiful business. But lately, waves of change are slowly eroding its base. Until now you have held back the damage by reinforcing the foundation. Then one day the realization hits you: you must move the whole structure, or it will be swept away, like a sandcastle on the beach.
June 21, 2016 12:00 AM
Corporate cube farms continue to give way to remote workers who may work three miles away from their manager or three time zones away. The capability to work remotely for a company allows managers to hold on to some top performers who may otherwise leave a company for geographical reasons.
June 19, 2016 10:30 PM
The marketing industry was transformed by technology well ahead of sales. Since the early 1990s, marketing tactics have incorporated big data and automation. More recently, though, the sales industry has gone through its own digital renaissance – evidenced by the proliferation of tech tools and the advancement of prospecting techniques.
June 17, 2016 12:00 AM
Organizations have traditionally taken a simplistic approach to global content creation, viewing translation of English-language content as “good enough.” This passive tactic is no longer sufficient, especially when you consider that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S. Companies that wish to succeed on a global scale must move beyond standard translation to create engaging native brand experiences.
June 15, 2016 12:00 AM
How many times have I heard a salesperson curse the marketing maven that created his deck. From a sales point of view, those slides will never “sell” at his next meeting. And vice versa. I’ve heard marketing colleagues bash their sales folks for not being “strategic” enough. They curse the sales person for going off message. They’re both right, and they’re both wrong.
June 13, 2016 07:09 PM
Recently a major hotel chain removed desks in some of its rooms in an effort to attract millennials. The rationale was that younger customers don’t use desks because they are more accustomed to working in “coffee shop” environments, communal spaces where others casually congregate working on laptops and iPads. Regardless of the merits of this strategy, it serves to illustrate a point about those entering today’s sales force. Millennials are different, and require a new set of conditions to be successful.
June 10, 2016 06:45 AM
The sales industry, like most other industries, is extremely competitive. Experts in the field are capable of consistently closing sales and meeting quotas, but not everyone falls under this category. Both novice and skilled salespeople often find themselves struggling to reach their full sales potential.
June 6, 2016 12:00 AM
Sales teams hear it all the time: “Keep it short and sweet.”
With the latest reports claiming people now only have an attention span of about eight seconds – shorter than that of a goldfish – compared to our previous 12-second span, it’s understandable why salespeople think shorter is better when it comes to presentations. Pack the highlights in under 15 minutes and let the audience fill in the blanks with their follow-up questions.
June 3, 2016 12:00 AM
Editor’s Note: This is part 2 of a two-part interview between author and consultant Tim Sanders and Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.” You can read part 1 here.
June 2, 2016 12:00 AM
Editor’s Note: TimSanders, author of “Dealstorming,” interviewed Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.” This is part one of a two-part interview.
May 30, 2016 03:54 PM
The time has long passed since a sales team could assume that a great presentation about their product or service would get them the orders they were after. With all the information now available through digital channels, your potential customers are probably already well versed in what you’re selling.
May 26, 2016 06:15 AM
Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. The resulting score determines how marketing will respond to each lead to propel the prospective buyer through the Revenue Marketing journey. Here are five best practices:
1. Start with the end in mind: enabling sales efficiencies
May 24, 2016 12:00 AM
Selling with insights is no longer optional — it’s mandatory for salespeople hoping to tell a distinct and remarkable story. But new research shows that if you’re only challenging your prospect’s status quo with surprising information and data points, you could be falling short of creating the urgency you need to convince prospects to change.
May 23, 2016 08:11 AM
For several decades, sales leaders and managers have favored the practice of calling higher in customer organizations. Over the same time span, this idea has persisted but the business environment has undergone many changes. Technology has changed the way we sell and the way our customers shop and buy. Recessions have given way to recoveries, and yet we still take it for granted that calling higher leads to larger sales, more revenue, and more profit.