Is Your Sales Organization Fit to Win?

Big data and predictive analytics have empowered companies to connect with customers and prospects in ways unimaginable just five years ago. Today, the emerging field of behavioral analytics is focusing the lens on internal sales organizations.

Vertical Impact: Cutting Out the Middleman

Dealer, agent, reseller or intermediary – these are all names for indirect channels that arise when third parties take over sales and logistics from other suppliers. Moving down the channel, consumers prefer these middlemen, as dealer competition results in lower prices. Moving up the channel, suppliers are typically not fond of such indirect sales methods.

The Web Is Not A Distribution Channel

I’ve spent the better part of my career growing businesses that had enormous sales and marketing operations. I’ve also seen myriad “sales enablement” strategies designed and implemented. Some were successful, many were not.

How Wearables Can Augment Your Marketing Strategy

According to CNNMoney, sales of mobile devices like smartphones and tablets are definitely still growing — but not nearly at the rate they were just a few short years ago. Does this mean consumers are eschewing the convenience of the mobile platform in favor of the traditional desktop and laptop PC of yesteryear?

How the Customer Makes a Decision

Let’s think about some of the choices you may have faced in your life. These choices can span from the very serious – should I change my college major, relocate, take a new job, or get married – to the not-so-serious – what restaurant should we go to tonight?

How to Increase Your Company’s Profit by 20 Percent

As an executive coach, I have seen all kinds of problems business owners tend to have: time management, staffing and team building to name a few. One particular issue – profitability – is a constant struggle for most executives. You may be struggling now, but read on to learn about my tips to increase profitability by 20 percent.

The Hidden Knowledge in Your UC System

Sales and the Art of Whale Hunting: Part III

Editor’s Note: With the focus in today’s B2B environment on transactional and volume selling, the whale hunt is becoming a thing of the past. And yet, there are some lessons to be learned from the specialized sales practitioner who bags whales on a regular basis.

Sales and the Art of Whale Hunting: Part II

Editor’s Note: With the focus in today’s B2B environment on transactional and volume selling, the whale hunt is becoming a thing of the past. And yet, there are some lessons to be learned from the specialized sales practitioner who bags whales on a regular basis. HG Data’s Chief Revenue Officer tells the stories of several whale hunters he has known and lessons to learn from them.

2016 offsite trends: it’s all about personalization and sharing

The IMEX Group, which operates the most notable meetings and events expos each year in Frankfurt and Las Vegas, released its short list of trends and buzzwords for business in 2016. Here’s a glimpse:
Personalization — Is this just the start? People like to be treated as individuals and to tailor how they are treated, whether as an employee or a consumer.

Sales and the Art of Whale Hunting

Editor’s Note: With the focus in today’s B2B environment on transactional and volume selling, the whale hunt is becoming a thing of the past. And yet, there are some lessons to be learned from the specialized sales practitioner who bags whales on a regular basis.

The 3 C's of Sales Force Automation Failure

If another sales quarter ends with your sales team lagging behind the target revenue number, it may be time to consider the underlying causes – and not just the symptoms.

5 Sales Resolutions for 2016

If you work in the sales profession or a supporting role such as sales training, sales operations or sales enablement, chances are that your work life this past year was a combination of highs and lows. Why do I say that?  Well, data from CSO Insights shows that more than four in 10 sales reps miss quota.

Psychology as a Sales Management Tool

One thing is certain in the new year, customers will continue to go online to avoid anyone with sales in their job title. A recent study by Forrester Research states that over 1 million sales jobs will be lost by 2020. Any salesperson that doesn’t add value, understand his or her products, or help their customer navigate through the buying process will be irrelevant or ignored.

3 Reasons Why Training Alone Isn’t Enough

Growing up, I was a sports fanatic. I especially loved team sports, and often found my world revolving around individual training, team practices and games. From a young age, my coaches played a significant role in my life. They helped me chase goals, contribute to the team, enjoy the experience and ultimately taught me the value of being coached.

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