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Miller Heiman
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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.
September 7, 2015 08:35 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 7, 2015 11:00 PM
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 3, 2015 11:00 PM
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 2, 2015 11:00 PM
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 01:34 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 03:21 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.
September 1, 2015 11:00 PM
Ten years ago, would you have trusted a car ride from a stranger you found on the Internet?
August 30, 2015 11:00 PM
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 27, 2015 11:00 PM
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 23, 2015 11:00 PM
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 19, 2015 11:00 PM
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 17, 2015 11:00 PM
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 16, 2015 11:00 PM
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 13, 2015 11:00 PM
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 12, 2015 11:00 PM
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.