September 18, 2015 07:44 AM
Consultants can be great for business, but they can also be toxic to sales teams. Though the outcome depends on many different variables, how sales reps treat their consultants can go a long way toward ensuring a positive and successful experience.
September 16, 2015 07:55 AM
It doesn’t matter whether you are in the C-suite or just promoted to your first management position. If you think you can lead through policies, bullet points and messaging, you are not going to inspire the best in your people.
To create a culture that fosters confidence, collaboration and commitment, you need people that feel trusted, respected and empowered. Give them clear direction and let them use their skill, talent and creativity to drive wins. Not only will they exceed their goals – they will also deliver new levels of customer service and teamwork.
September 14, 2015 07:05 AM
You didn’t make the sale. Your pitch was great, the product is great and the customer was the ideal candidate. But something didn’t click for them.
Sales in a rural market requires a different outlook than in urban locations. At TBHC Delivers, many of the communities we serve proudly have just one stoplight and a few mom and pop shops. We love those towns – and the people in them – but it takes a unique approach to close a deal. Whether you’re selling pizza or sunglasses, these tactics can be used in any rural market.
September 11, 2015 08:31 AM
According to McKinsey, the 15 fastest-growing emerging markets will provide 90 percent of the growth in consumption of luxury beauty products and women’s wear over the next 10 years. China will account for nearly half that growth. The opportunity for companies looking to expand into these markets doesn’t end there.
September 8, 2015 12:00 AM
People need feedback about their behavior directly from those who have first-hand information. Many managers are hesitant to give feedback in a group setting for fear that it puts the person on the spot, gets him or her defensive, makes everyone else in the room uncomfortable, and strains the team’s working relationships.
September 7, 2015 09:35 AM
A data-driven mindset offers an enormous advantage in the business world, because it gives CEOs and managers an objective perspective on sales and business growth. It also empowers business leaders to always strive to decrease inputs, maximize outputs and be intensely analytical.
September 4, 2015 12:00 AM
If you ask heads of sales what they desire most in their job, the answer will likely be a repeatable, predictable sales process. The more one deal can look like another, the better a sales manager, director, or vice president can predict the likelihood of a win, and the better his or her forecasting will be.
September 3, 2015 12:00 AM
To thrive in this omnichannel age, delivering differential buying experiences, business practices and products from the competition is absolutely critical. To drive sales success, automation of sales channels requires a combination of 10 digital commerce capabilities to further facilitate initiatives from personalization and pricing excellence to multi-tier partner networks.
Here are the top 10 key functional digital commerce capabilities to consider:
September 2, 2015 02:34 PM
The classic first assignment when kids return to school each fall is to write an essay addressing “What I did on my summer vacation.” A lot happens over three months when your days are wide open, but the focal point for these essays almost always is travel. Whether it’s a car trip to see cousins a few states over or a flight to a different country, the trips we take make memories that last long after a school essay has been marked up and handed back.
September 2, 2015 12:00 AM
Ten years ago, would you have trusted a car ride from a stranger you found on the Internet?
September 2, 2015 04:21 PM
In November 2013, Donald Guardian became the first Republican to be elected mayor of Atlantic City in 23 years. Within months after taking office, Gardner, a reluctant candidate to begin with, was hit with the closing of four of the city’s casinos, including the Revel Casino Hotel, which cost $2.4 billion to build and was open only two years before it closed.
August 31, 2015 12:00 AM
The reality is, most sales organizations have little to no process to support their proposal efforts. And, unfortunately, sales proposals rarely see their full potential, because they are time-consuming tasks that aren’t often viewed as strategic and take valuable time away from actually “selling.”
So, what would your sales proposals say if they could talk? Here are four things you would hear:
August 28, 2015 12:00 AM
The sales division of a manufacturer is working 300 sales opportunities, each averaging $12.5 million in value. The win rate is 8% and the average sales cycle is 30 days.
This sounds like details for a good GMAT question, but the stakes here are real.
What’s at stake? A metric called sales velocity – the increasingly critical measure of how much revenue a company is generating, and how fast.
August 24, 2015 12:00 AM
While it can almost be guaranteed that you will not purchase a vacuum cleaner from a traveling salesman at your front door any time soon, in many businesses traveling sales is still a necessary business function, particularly in the B2B space. Pharmaceutical companies send reps to doctors’ offices, software providers schedule demos of their latest offerings, and the list goes on.
August 20, 2015 12:00 AM
In the fall of 2014, Unishippers Global Logistics, LLC, the nation’s first and one of the largest small package and freight resellers, launched a new subsidiary named Launch Logistics and I was named the President and Chief Sales Officer. The subsidiary was created to expand the franchise company’s salesforce and customer service expertise, thereby prompting further growth and hands-on learning that will benefit the entire franchise system. From the outset, I knew that building a high-performing and energetic B2B sales team was critical to the company’s overall success.
August 18, 2015 12:00 AM
Salesforce users can upgrade themselves with the latest marketing initiatives in the digital age. The future of the marketing can be easily connected with the Salesforce.
August 17, 2015 12:00 AM
It wasn’t that long ago that a new sales rep joining Ethicon– a world leader in the manufacturing of surgical devices – would go through a training program that looked something like this: The rep would travel to Cincinnati, spend eight weeks attending classes to learn about the human anatomy, medical procedures and medical terminology, and receive sales training on a portion of the Ethicon product portfolio. After this eight-week period, the sales rep wo
August 14, 2015 12:00 AM
We have all endured presentations where the information being delivered was dry, boring and tedious. We sit there and daydream, disengaging from the speaker and wishing for the show to end – or for the courage to get up and leave before the end. Our original reason for going was to get information that would help us to do our job better or grow our business.
August 13, 2015 12:00 AM
We can easily get lost among the sexy, disruptive and company-changing analytics, automation, customer-driven content exploration and social selling tools that seek to own sales today. As both a heavy tech user and, previously, a software developer, all that innovation does excite me. But as new tech grabs much of the news, we’re letting ourselves become so focused on the digital side that we’ve forgotten it’s only part of the equation.
August 12, 2015 12:00 AM
Today’s sales professionals are expected to negotiate, close and complete deals while traveling as easily as they can when they are in the office. That was the promise that came first with laptops, then smartphones and now the cloud. And while main offices and managers believe that their sales teams can meet this expectation, reality is unfortunately much different.
August 10, 2015 12:00 AM
It’s astounding how much leeway salespeople are given in how they go about making calls and making their numbers each year. In many companies, selling is considered more an art than a science. Sales calls are as unique as snowflakes. I find it ironic, in light of the varied approaches to selling, that measuring performance is so precise. Seller achievement is calculated to decimal places throughout every year by dividing YTD revenue booked by YTD quota. The journey is uncertain but the desired outcome of clients paying invoices is clearly defined.
August 7, 2015 12:00 AM
Predictive analytics has been top-of-mind for marketers over the past several years. Yet, when it comes to innovation, there is often a lack of clarity on how exactly predictive science can fuel success of new product concepts. The key is in the granular approach to the idea in the context of its category, marketplace, and demand factors – breaking it down into components and using analytics to understand the concept’s evolution in the future.
August 3, 2015 12:00 AM
Companies are always on the lookout for their next top sales managers, and grooming new talent for a future in management is a constant preoccupation for sales leaders. After all, great sales managers can do more than just make quota – they can elevate the performance of the people around them and boost sales results from the entire team. However, many times, companies discover that it’s not always easy to tell which salespeople are going to be great sales managers. It’s not always as simple as taking your top-producing salespeople and tapping them to be sales managers.
July 31, 2015 12:00 AM
If you are a millennial searching for potential career opportunities, or a more seasoned professional seeking a mid-career change, you may want to consider a career in sales. Not because it’s easy ‒ it’s not. Building a successful sales career is challenging, but it can also be interesting and satisfying. And, if you are ambitious and highly motivated, the financial rewards can be unlimited. Best of all, in sales there are virtually no barriers to entry.