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Miller Heiman
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November 2, 2015 12:00 AM
What makes a great sales team? There’s no real consensus. Some say charm; others cite instinct. In some quarters, it’s even thought that greatness only results from years of experience on the frontline. But the truth is, if you’re looking for a miracle cure-all, you’re going to be disappointed: there’s no one right answer to this question. In the modern age, building a good sales team needs a sustained effort across all fronts. It can, in some respects, be compared to a car: having excellent suspension isn’t much use if you’ve got a flat tire.
October 29, 2015 11:00 PM
What makes a presentation compelling? Why does presenting a product or service one way reduce the likelihood of the sale, while presenting the same product or service in another way increase the probability of the purchase? In the past, answers to these important questions were left up to speculation. However, this is no longer the case. There have been thousands of social science studies, which have identified the causal factors that create and enable influence. As a result, we now know why one presentation inspires buying behaviors, while another does not.
October 26, 2015 04:23 AM
A few years ago, my two children and I really wanted a dog.  However, my wife was dead-set against getting one. So since our house is a democracy, except that my wife gets four votes, she outvoted us and we did not get a dog. Shortly after this decision was made, our neighbors got a new puppy. They felt he would be a good companion for their wheelchair-bound daughter, Delaney.  However, my neighbor is a commercial pilot and travels a lot. The puppy, Cody, became too much for them to handle. 
October 23, 2015 05:16 AM
Companies typically give a lot of thought to how they’ll make a positive first impression with customers. Marketing experts carefully craft a brand image over time, strategizing on how to best convey the company’s value proposition and polish their image with prospects, existing customers and the marketplace. Customer success teams tend to focus on managing relationships with existing customers from onboarding and beyond.
October 20, 2015 01:58 PM
The influx of new sales enablement softwareoptions has completely changed the way sales teams operate, eliminating many disconnections in the sales process. But even with this newfound efficiency, there’s one thing sales still needs to ensure buyers act: a good pricing strategy. Here are a few major pricing strategy mistakes that could ruin your sales and what you should do instead:
October 16, 2015 06:16 AM
The way people are buying has changed selling. Although face-to-face meetings often seal a million-dollar deal, most relationships are built through emails, phone calls and online demos, rather than dinners, conferences and golf games. Businesses are selling globally, which means the deals are being discussed, negotiated and signed digitally. This type of selling is more efficient and more easily measured. When the right data is collected, analyzed and used quickly and at scale across an organization, revenue forecasts can be achieved and surpassed with ease.
October 11, 2015 11:00 PM
Companies have been talking about sales enablement for some time now, but in many ways the definition remains open for interpretation. To some, it may be nothing more than a portfolio of PowerPoint decks, while to others it is support from marketing or other areas of the company in order to have the knowledge to deliver the message a salesperson thinks the customer wants. In my mind, the true definition of sales enablement is giving sales everything possible to effectively solve their customers’ challenges. It may sound simple, but it isn’t.
October 8, 2015 11:00 PM
Not long ago, I was talking to the marketing director of a mid-sized manufacturing client about leads. He explained that his company’s biggest problem lay on the sales side: “We pass off hundreds of great leads to sales and they never follow up on them,” he complained. Strangely enough, I’d had a similar conversation with some of the company’s sales reps earlier in the day. From reps, I’d heard things like, “All the leads from marketing are poor quality.
October 7, 2015 11:00 PM
Baseball pundits have long hailed Angels outfielder Mike Trout as a “natural.” He entered the league at 19 and by 23, Trout had appeared in four All-Star games and won an MVP award. This happens to be the same age that another Angel outfielder with another fishy name — Tim Salmon — made his major league debut.
October 6, 2015 11:00 PM
The villain of the “Terminator”series isn’t the Terminator; it’s Skynet, the evil computer. It’s the same in 2001: A Space Odyssey, Harlan Ellison’s I Have No Mouth and I Must Scream, and countless others. In some quarters, technology – particularly automation technology – is viewed with suspicion.
October 5, 2015 11:00 PM
As a 24/7 salesman, your website has the potential to be your most powerful asset and the centerpiece of your marketing efforts. But rapidly changing technology can make your website feel old and outdated. A redesign maybe ideal but who has the time or the budget? Darling Jimenez, a Web developer and inbound marketer, offers these simple ways to improve your website in a blog post on
October 5, 2015 07:26 AM
When I think back over my career working in agencies and now advising agencies and salespeople, many of my mistakes led to some of my best lessons in business. (Come to think of it many of my personal mistakes led to some of my best life lessons.) We will look at the typical mistakes people, including smart people, make when selling and negotiating in the service industry – agencies especially. In other chapters of the main book we will consider how best to avoid and learn from these mistakes. It’s not dumb to make mistakes. What’s dumb is to repeat the same mistake.
September 30, 2015 11:00 PM
Marketers often exchange the terms demand generation (demand gen) for lead generation (lead gen), but they’re not the same strategies. Companies with dedicated sales teams can deploy both strategies simultaneously. Companies often have an inbound sales team to respond to demand generated sales requests and outbound sales teams to engage in those leads generated through lead generation activities.
September 29, 2015 11:00 PM
Everyone is looking for ways to boost productivity and make the most of their time. The New York Times even reported that some young workers are abusing stimulants normally used to treat A.D.H.D. Before you resort to popping pills, try these four steps to plug productivity leaks.
September 28, 2015 11:00 PM
Since 1952, Growmark, an agricultural supply and grain cooperative that conducts business in 40 states and in Ontario, Canada, has driven performance of its member cooperatives with an annual sales program that culminates in a trip for the top performers. In 1992, the company added the MARC of Excellence, a second incentive travel program targeted to a more exclusive group of sales reps.
September 28, 2015 11:00 PM
Find me a team that is having trouble with marketing and it’s a safe bet they are struggling with who their customers are and why those people should do business with them, says Jim Gray, an insightful if minimalistic blogger on all things marketing at “Or it’s a Kool-Aid answer like, ‘We’re the best.’ Why are you the best? Who says you’re the best? Where can you find more of those people?”
September 24, 2015 11:00 PM
Few things are more frustrating for a salesperson than an invisible wall. You can have a great track record, a way with words, a dapper appearance, and a charming personality — but that will only take you so far. The best, most well-rounded salespeople have mastered a non-physical, or relational, side of the game. There’s a deep psychology to sales, and your success depends on your ability to understand the “how”and “why” of your clients’ decisions.
September 23, 2015 11:00 PM
Any salesperson knows how important it is for a business to have access to the right tools and the most useful data to carry out their role efficiently. It wasn’t that long ago when salespeople had only a basic phone and a notebook with prospects’ and customers’ names – and had to sit at a desk to schedule appointments. To get orders customers either had to fax over a purchase order, mail it or a salesperson had to pick it up.
September 22, 2015 11:00 PM
Finance and business are probably the most popular fields of practice when it comes to education. Many people flock to universities to complete courses in finance, accounting, business administration and related fields. They are quite lucrative courses, especially if you advance them to another level. The competition in these fields is stiff. Therefore, you must complete extra work that makes you more marketable. This includes:
September 21, 2015 11:00 PM
In my strategy workshops I often ask the seemingly simple question, “What is a brand?” The answers I get are usually focused on how an organization pushes its identity out visually. This is a natural definition. It’s the definition of brand that you typically see expressed in brand guidelines manuals, and it’s a useful definition.
September 20, 2015 11:00 PM
“In most business models, the sales department is fixated on selling. The problem with this approach is that people no longer want to be sold.” -- The Modern Face of Sales by Humpus Jakobbson
September 18, 2015 06:44 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 06:55 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 06:05 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 07:31 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.