You're Only As Good As Your Proposition

If your customer wants your product and needs it, it’s your sales rep's job to find a way for him to have it.

The Accidental Sales Seminar

Editor’s Note: In this excerpt from his book “The Accidental Salesperson” (Amacom Books, 2012), Chris Lytle relays the “accidental sales training” he experienced while tagging along with his wife on a tour of the Waterford Crystal factory in Ireland.

‘Smarketing’to the rescue

TV tech supplier tunes up its sales and marketing teamwork and reaps instant rewards.

From Sales Competency to Sales Fluency

What if you could walk into a negotiation or a sales presentation equipped with a better game plan? Getting the maximum out of any presentation involves truly connecting with a client or prospect, communicating with them on a level where both parties walk away feeling it’s a win-win. Talking about things that are actually of interest to the client is a great way to start the process.

Getting more from the new guy

Companies that hire salespeople would be wise to increase both the length and quality of training to show them how to sell effectively, according to a 2012 Salesperson Onboarding Survey that polled more than 500 sales management executives and business leaders. A whopping eight out 10 respondents are not satisfied with how long it takes their new salespeople to get up to speed.

Customer Data: What to Get and How to Make Sense Of It

There isn’t a sales or marketing manager around who wouldn’t love to have Andrew Pole on his team. Pole is no sales superman, nor is he a crafter of the sort of marketing message that would make Donald Draper weep.

He’s a statistician and an economist. How would a marketing manager put this self-confessed math nerd’s skills to good use?

A Contented Cow Who Cuts Out the Bull

Bill Catlette and Richard Hadden emerged on the employee engagement scene in 1998 as the “cow guys” after the publication of their book, “Contented Cows Give Better Milk: The Plain Truth About Employee Relations and Your Bottom Line.” Fourteen years later, they’re still crusading for building better workplaces. Now, the duo has published “Contented Cows STILL Give Better Milk,” in which they share new stories, showcase new companies and provide new evidence that creating a focused, engaged and capably led workforce is one of the best things any organization can do for its bottom line. We spoke with Catlette shortly before the book’s July 3 publication.

What's Your 'Le Grande Mac'?

The idea of the unique selling proposition (USP) isn’t new; it’s been around since the 1940s. But don’t brush it off as being out of date. This is a relevant and powerful tool for today’s marketing professional, CEO or Entrepreneur.

What If Confucius Tweeted Sales Tips?

Confucius taught the future business administrators of China’s emperors and ruling elite. As I read his sayings, I realized I was in fact reading a business book. Topics were recognizably modern business topics and certain individuals in his text consistently spoke in particular ways and on particular themes. One sounds like a finance director, another like a marketing director and so on.

6 Reasons Why Your Marketing Is Not Generating Sales

Your team is running an optimized PPC campaign. Your efforts on social media are producing leads. Your Google page rank is steadily increasing. You’re on the first page for a variety of pertinent keywords. Because you measure your Web traffic and your phone traffic closely, you know that your Web traffic is up and your marketing is generating phone calls.

How to Beat Your Top Competitor – The Status Quo

Your customers and prospects are crazy busy. The last thing they want to do is change the way they do things. There might be a better way, but what they're doing works. Remember: change is always disruptive.

Misunderstood Marketing

There’s much discussion these days about sales and marketing alignment, reflecting perhaps the sometimes uneasy relationship that exists between them, particularly in the business-to-business space. Numerous books have been and continue to be written on the “art” of selling, but marketing is a “science,” and should be treated as such.

Avoid the doublespeak trap

If you’ve been in the corporate world for any amount of time, you’ve no doubt heard something like this:

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