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September 5, 2014 12:18 PM
In sales negotiations, when you focus on the differences between your positions rather than the commonality of your interests, little progress can be made. Time and emotion are the two things most often wasted during a negotiation, states Anthony Tjan, CEO and founder of the venture capital firm Cue Ball (cueball.com), in a Harvard Business Review blog post (blogs.hbr.org).
September 5, 2014 01:06 PM
It happens all the time. In the weeks that follow a sales training event, the freshly trained reps start blasting through their quotas, sales improve dramatically and management couldn’t be more delighted with their training investment. Within a few months (usually 90 to 120 days), the reps begin to backslide, reverting to comfortable old habits while the numbers slip back to their pre-training levels.
September 5, 2014 01:22 PM
“Marketing” is the newest release in the Brian Tracy Success Library (AMACOM Books), a series of condensed insights on various business topics. In it, trainer and consultant Brian Tracy offers these military principles that can be applied to your marketing strategy:
September 5, 2014 12:32 PM
Have you ever noticed that for some people, recognition and success just seem to fall into their laps? Their names pop up whenever people think about certain issues or problems. They get calls from complete strangers because a mutual acquaintance recommended them. In effect, they are successful because other people think about them.
September 5, 2014 02:03 PM
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September 5, 2014 02:12 PM
Whether you run nearly two dozen different incentive travel programs annually like Mutual of Omaha does, or you sponsor one annual program that culminates with a trip for the best of the best, the challenge is to make each year’s program distinctly different from past efforts and enticing enough to motivate the troops.
September 5, 2014 01:15 PM
Every marketer will tell you that the one metric they most desire, but struggle to acquire, is campaign return on investment (ROI). B2B marketers, in particular, feel this pain because the processes that have historically been in place to execute campaigns and track sales opportunities reside in two completely different systems and are governed by two completely different departments (CRM and sales).
September 5, 2014 12:07 PM
The purpose of the Demand Metric Quality Benchmark Study sponsored by sales enablement provider Showpad is not to treat sales reps as scapegoats, but to determine how sales opportunities are affected by bad client meetings — and hopefully gain insights about how to prevent bad meetings. Over 60 percent of participants in the study sometimes, often or always experience bad sales meetings. Findings include: •  The median close rate for sales when they engage with a qualified prospect is between 21 and 30 percent.
September 5, 2014 07:01 AM
Conventional wisdom says you can’t go wrong hiring the sales veteran with the heftiest Rolodex and a record of gold-plated sales deals. But if you’re a small, growing company, measuring candidates by their contacts, years in the trenches or multimillion-dollar contracts is a ticket to failure. The well will soon run dry, and you may be stuck with an overpriced sales professional who doesn’t sell your company’s solutions consistently.
September 5, 2014 02:28 PM
Kohl’s Gift Cards
September 5, 2014 01:40 PM
The Towers Watson findings reinforce the value of effective managers, revealing that supervision is a key driver of the energy and enablement required to reach the highest levels of sustainable engagement. Moreover, 30 percent of employees report a lack of supervisor support (i.e., a lack of recognition and feedback, and managers not living up to their word) as a cause of work-related stress. From the employee perspective, the principal driver of manager effectiveness is consistency between words and actions — the ability to walk the talk.
September 5, 2014 01:25 PM
Most marketing teams are running a variety of great demand generation programs, generating lots of leads that unfortunately aren’t closing. The majority of those marketing leads never close because they really aren’t given a chance to — by marketing or by sales. The main reason is that the leads are either passed too early or too late. They get rejected or sent back to marketing, who become dismayed that all their hard work has yielded very little return.
September 5, 2014 12:15 PM
The number one reason sales opportunities go dark is lack of alignment between buyer and seller. Salespeople must appeal to the logical and emotional needs — in other words, you have to sell the way the buyer wants to buy. That sounds intuitive, but it’s frequently forgotten.
September 5, 2014 02:34 PM
High-tech workers love their incentive stock options, but Microsoft’s Michele Samoulides says that incentive travel programs are some of the software giant’s most effective motivators.
September 5, 2014 01:31 PM
According to one company that tracks corporate offsites, Chicago overtook Orlando in 2014 as the No. 1 destination for meetings. Top 10 meeting destinations
September 5, 2014 12:54 PM
B2B sales and marketing teams are adapting to a world where buyers —including the ones you haven’t met — already know all about your offerings. Mapping the buyer’s journey is key to winning business.
September 2, 2014 04:29 AM
Laughing releases oxytocin, known as the “bonding hormone,” into the body’s system. When a salesperson and customer laugh together it builds trust and empathy and helps remove the customer’s body armor. Here are seven tips that can help you make the customer laugh.
August 31, 2014 11:00 PM
When Sales & Marketing Managementmagazine and the Society for Incentive Travel Excellence (SITE) Foundation initiated a comprehensive survey on the use of incentive travel, they knew that some of the most illuminating information would come from non-users of this motivational tool. The research provided valuable insights into why 55 percent of the 278 respondents stated they do not use incentive travel.
August 26, 2014 11:00 PM
When sales leaders seek growth, many turn first to new avenues – new customers, new geographies, new products and other untapped sources of revenue. However, there often is considerable growth potential in the existing customer base. Current customers have already shown they need your product or service and want to buy from you. Significant growth can come from getting them to buy more of what you sell.
August 21, 2014 11:00 PM
Business markets today move at lightning speed, and companies are looking to experts to help them leverage new video technology to make them more competitive – not just in their own markets, but also in attracting and retaining valuable employees. A recent study conducted by Ragan Communications found that 71 percent of companies are currently producing videos to communicate with employees, and nearly two-thirds of companies plan to increase their use of video in the coming year.
August 18, 2014 06:18 AM
“If a salesperson tells me something won’t work with customers, there’s a 95% chance that they’re right. If a salesperson tells me something will work with customers, there’s a 50% chance that they’re right.” It is not unusual for independent research to uncover that many, if not all, “differentiators” salespeople have been stressing don’t resonate with prospects. Here’s an example:
August 12, 2014 11:00 PM
It’s a far too common scenario: You build the capability of your marketing department by hiring agency support but then find yourself buckling under the weight of managing the agency. Rather than focusing on strategy, leading and promoting your department, you begin spending considerable time ensuring the agency gets what it needs to succeed.
August 10, 2014 11:00 PM
While it is all well and good – even honorable, really – to associate selling success with being a trusted advisor, what does it take to earn that status with customers in today’s buying environment? Research by CSO Insights, the Aberdeen Group, and others has shown that just telling salespeople to be trusted advisors has not worked: win rates have fallen, no-decision rates have grown. Customer behaviors seem to be saying that they don’t trust salespeople’s intent, and don’t see them as a credible advisor.
August 5, 2014 11:00 PM
Not long ago, I was conducting a leadership conference with a number of managers and sales executives. At the meeting, one of the managers shared with the group the following story about one of his tenured salespeople. During a typical field day, they were doing “rounds” to catch up with some of their existing customers, as well as trying to connect with some potential customers that they were unable to get time with to discuss their products.