Take a Local Approach to Your Global Footprint

How to lead a pack of alpha dogs

The problem with having a company stocked with “A” Players, says author and HR consultant Martha Finney, is that you get a cadre of mouthy, talented people who may follow your leadership, and then only if you work hard to deserve it. This is especially true in the case of younger generations of great employees, who weren’t necessarily raised to have automatic respect for their seniors.

Putting Work In the Rearview

These days, the notion that we work to live and not the other way around is generally accepted across generational lines. Even the hardest of hard-charging managers recognize that their workers have a life. (If they don’t, HR will tell them as much.)

Stealing from consumer marketing

Consumer marketing will always be at the bleeding edge — the first to integrate social networks, build mobile applications and create gaming into their campaigns. Some things work, some don’t. And some are very effective for B2B sales and marketing. Fundamentally, we’re all consumers so adapting proven consumer tactics can bring new life to B2B.

Let’s start with the fun stuff. 

A cure for the common cold call

News flash: prospects hate taking cold calls as much as sales reps hate making them. There’s got to be a better way to generate sales leads. Tom Searcy (huntingbigsales.com) says opt for these alternatives:

Resting easier

Good sales leaders don’t need the reality of a bad quarter or a string of bad quarters to know when something is amiss. They sense it before the numbers tell the story for them.

The sweet science that leads to sales success

If you’re business as usual, a lot of the methodologies and training that worked in sales 10 years ago just aren’t enough today. The position of sales is more demanding, you need to be more sophisticated, and analytics can help drive that. But this is an incredible time to be in sales.

Old school tools aren’t ready for the museum

The advent of social media marketing has corporate America tweeting, making YouTube videos and monitoring discussions online. Does anyone have time anymore to write up a press release?

140 or less: B2B Marketing In the Age of Social Media

Corporations are people, my friend,” presumed Republican presidential nominee Mitt Romney famously replied during an Iowa State Fair appearance last summer. The former Massachusetts governor was responding off the cuff to people in the crowd who had shouted about the need for higher taxes on corporations.

Building respect in an age of truthiness

Want sales training to work? Get the right people on your team

 It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing do not have the capability for sustainable improvement.

Finding the Employee Ignition Switch

If your brand’s position in the market leaves something to be desired, it’s natural to look at any number of areas for improvement – everything from the effectiveness of your management team to the impact of your marketing dollars and where you’re spending them.

6 Sales Assumptions That Have Big Costs

Assumptions are full of risk. If your sales team assumes, for example, that they know their clients’ needs, they will direct their actions and resources toward addressing those needs. But what if their assumptions are wrong? Your company risks losing critical business.

Questions are the Answer

Baseball pitchers and salespeople both face the same question over and over: “What have you done for me lately?”

The better question for a sales manager to ask salespeople and for a baseball manager to ask players is, “What have I done to help you lately?”

Five Common Afflictions of Sales Teams

I’ve been a part of many sales teams in my career, and over and over I’ve noticed five common afflictions that affect them, each of which reduces morale and sales performance. They can be found to some degree in most almost every organization. Smart management teams are aware of these afflictions and work to avoid their potentially destructive impact. Any one occurrence of these problems will not necessary hurt the sales effort, but if allowed to progress to extremes, or if multiple conditions exist at once, they can be extremely harmful.

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