Balancing the Consultant and Strategist Roles

There was a time when a salesperson could fulfill a unified role as a vendor, trusted advisor and challenger. But today’s hypercompetitive market requires the salesperson to play two distinct yet complementary roles – that of Consultant to the customer and Strategist to both the customer and his or her own organization.

The Age of Social Network Selling

A new approach to selling has developed through the use of social networking sites. Social networks allow sales representatives to generate stronger leads, eliminate the gatekeeper from the process and set up solid appointments to introduce their products or services.

Why Should They Buy From Us?

In 15 years of analyzing company perceptions about their own customer values based on blind surveys, we have turned up a disturbing finding: in our study of over 100 organizations, less than 5 percent of companies actually “sell” what’s most valued by their customers.

Delivering On the Brand Promise

Why Trust Matters More Than Ever

I’ve been involved in winning business in the recessions of every decade since the 1970s. During all that time, there has never been a tougher environment for anyone who needs to win business than the present day. It’s not the recession that’s different; things may feel difficult but there have been worse recessions in my business lifetime.

4 Fixes for Flimsy Sales Forecasts

Sales forecasts impact much more than sales management – they have a direct bearing on overall performance, marketing and sales budgets, and planning for service and product delivery, to name a few.

Applying Proven B2C Marketing Techniques to B2B Sales and Marketing Processes

A woman is expecting a baby, therefore the family is probably in search of more space, a family car or minivan, etc. A man takes a new job in a new city, therefore he is probably looking to buy a new condo or house, switch his insurance provider, etc.

Tips to Enhance Personal Presentation Skills In the Digital Age

Part I of III

Better Conversations Will Produce a Better 2013

After two decades in sales and as a sales executive, plus an additional three years of heavy research into sales performance development and growth, I have found the most effective way to truly improve and sustain sales performance is to improve sales conversations. The way to improve conversations is to improve the responses salespeople provide for any given question or situation.

5 Key Elements of a Killer Mobile Sales Application

To make the most of your tablet investment, focus on the device’s unique capabilities. The following five tips will help you improve the productivity and effectiveness of your salespeople while distinguishing the buying experience in the eyes of your customers.

Make CRM user-friendly.

Sales and Marketing: Partner or Perish

Sales and marketing have a strong relationship. We rely on each other. We need each other.

However, Romeo and Juliet we are not.

But Romeo and Juliet we must become because our mandate is clear: partner or perish.

Here are two points that show the chasm that has long plagued marketing and sales (GoldMine blog):

Tis the Season for B2B Gifting

Every year, there is a last-minute scramble as businesses try to figure out a unique holiday gift for clients, partners and employees. And every year, holiday corporate gift giving produces some pretty wacky gifts. According to a recent survey of our Tango Card clients, folks reported receiving a ham, a lamp (“the world’s ugliest”), even a car wash and wax package as holiday gifts. Not exactly the types of gifts high on a customer’s (let alone anyone’s) wish list.

Pages