Dare to dream, but ambition gets more accomplished

In his new book “The Hidden Agenda: A Proven Way to Win Business and Create a Following,” author Kevin Allen defines “real ambition” as the human desire to create something good where nothing existed before.

Watch Congress and do the opposite

We’d be remiss if we reinvigorated the Sales & Marketing Management brand in print and online without including a kernel of wisdom from Seth Godin. If his blog (sethgodin.typepad.com) isn’t a regular read of yours, it should be.

The buyer’s lament

If you’re finding it harder and harder to set up meetings with potential buyers, you’re not alone. Sales prospecting isn’t easy these days. But the real problem is that most sellers don’t understand how their prospects are evaluating their attempts to get in. This lack of understanding is the root cause of most prospecting failure.

3 e-mail errors that lead to low response

Sending e-mail to prospective customers can feel as hopeless as leaving that fifth or sixth voice mail. But your salespeople can improve their results simply by being mindful of the three biggest reasons prospects ignore e-mails, says Kendra Lee, founder of the KLA Group (klagroup.com), a sales consulting and training firm.

Let’s connect

New York Times columnist Thomas Friedman has an amazing ability to bring clarity to complicated world events by pulling apart the pieces and, often, finding apt analogies that enhance his messages. He did it in a column titled “Help Wanted.”

Is Your Sales Team Negotiating Value (Part II)

Many managers think their sales team needs help building negotiation skills but they can’t articulate why. In this second part of a two-part article, Grande Lum, the founder of the sales consulting firm Accordence, summarizes the final four factors (out of a total of nine) that can help sales managers determine if and where negotiation improvements can be made.

Is Your Sales Team Negotiating Value? (Part I)

Many managers think their sales teams need help building their negotiation skills but can’t articulate why. Most salespeople possess some level of intuitive negotiating skills, but many lack the discipline necessary to simultaneously sell and negotiate. The result can be less value for the company and bonus dollars for them.

How to Say 'Sorry' to an Angry Customer


You just got word that a customer’s angry. The shipment was late or there’s a pricing error on the invoice. Or maybe there’s a quality glitch. Whatever the problem, you have to apologize.

Are You Trying to Control the King?


While most sales organizations subscribe to the concept of being buyer-focused, particularly in the complex sale, it has always been accompanied by the belief that a seller can bring value to a customer at many different junctures during a sales cycle, which in turn relies on the salesperson gaining access to the buyer at these various junctures.

6 Salesperson Onboarding Mistakes That Can Lead to Disaster!


When a sales candidate accepts a job offer, everyone is all smiles. Yet, those smiles can quickly turn upside down if you are making any of these salesperson onboarding mistakes.

Marketing Asset Management Grows Up


It starts with the realization that it would be useful to exchange data between your company’s marketing systems and your enterprise ERP (Enterprise Resource Planning) and CRM (Customer Relationship Management) applications.

When "Value" Means What It Says


How To Produce Bigger Profit Margins


Think the economy is hurting your profit margin? Think again.

Managing A Prima Donna Salesperson

Most sales managers I know have a love/hate relationship with the prima donnas on their sales teams. They love the star player’s passion and hard work; they hate the self-centered behaviors that demoralize or discourage the rest of the team.

Building Mutually Beneficial Relationships