The 7 Most Common Negotiating Mistakes

Merely mentioning the word “negotiation” can evoke fear, stress and anxiety. But for many, the intent is quite simple: to discuss and ultimately agree on a deal. Whether it’s a multimillion dollar contract or just deciding where to meet for lunch, life is rife with negotiations.

Three Simple Systems for Sales Lead Success

Having a strong sales team that can deliver results is crucial to success. However, there are many factors that can cause a sales team to be ineffective. Anything from email bouncebacks to losing a lead because someone did not properly follow up can be frustrating for sales personnel.
To save the frustration, not to mention time and costs, here are some simple systems to implement:

Get In the Game

In her book, “Game Time: Learn to Talk Sports In 5 Minutes a Day for Business,” Seattle sports broadcaster Jen Mueller states that a lack of sports knowledge can cost you money. You don’t need to be able to break down Phil Jackson’s triangle offense, but knowing enough to realize that a fast break isn’t referencing a quick trip to the locker room is a good start.

6 High-Impact Activities That Operationalize Sales Enablement

Sales enablement is a nebulous, often undefined term in the world of sales. Since no single definition of sales enablement exists, companies and industry organizations are defining sales enablement on their own terms.

5 Ways Every Sales Manager Can Be More Successful

Being a sales manager is like trying to be two places at once. You’re simultaneously expected to be both a full-time sales rep and a full-time manager. You’re responsible for hitting your own sales numbers in addition to being held accountable for the numbers of each of your team members.

B2B strategy, B2C results

Being a B2B marketer is tough. When you’re not competing against the world’s biggest consumer brands for share of voice, you’re facing small budgets, limited resources and reluctance from within your organization to execute a seemingly risky strategy. What’s the solution? How can B2B companies stand a chance against their consumer counterparts? Enter digital media.

3 seconds to the delete button

E-mail is an effective way to increase brand awareness, leads and sales, but many businesses don’t get the response rate they are looking for because their approach is weak, worn out and completely off track.

3 Key Insights Management Can Learn from an Inside Sales Team

In my 20-plus years of managing inside sales teams, I am still amazed at the amount of critical information they can provide to management. After all, the inside salespeople are on the front line, communicating with prospects, customers and field sales representatives on a daily basis.

Is Hiring an Art or Science?

Do you hire based more on information or on gut feel?
The easy answer should be “both.”
Hiring is both an art and a science. Irrespective of how many hires you’ve made, and how much you’ve honed your expertise, hiring is tough. It’s one of those management functions where you can do certain things to improve the odds, but you can never be perfect.

Why Your Company Needs A CSO

Is yours a sales-driven organization?
When asked this question, most CEOs answer yes. When asked if they have a chief sales officer – CSO – almost all of them admit that they do not.

Stuck Living in Mediocreland?

Alarm sounds. Hit snooze button. Steal 10 minutes of more sleep. Groan. Get coffee. Wake kids. Take shower. Get dressed. Yell at kids. Drive to work. Slump into chair. Check email. Check Facebook. Meet deadlines. Waste time chatting. Watch clock. Check Facebook again. Sneak out early. Wait in traffic. Get groceries. Chaperone kids. Shout about homework. Make dinner. Watch TV. Go to bed.

Selling Complexity Through Stories

How can you persuade someone to buy your complex product when 90% of your presentation is forgotten within 72-hours?The short answer is you don’t. Unless you dramatically change how you engage with customers, they won’t understand why they should buy your complex product, because of the limitation of our short-term working memory.

Predicting the Unpredictable

Corporate data is a powerful source of potential opportunity and competitive gain for every business. But unlocking valuable data from disparate systems such as customer relationship management (CRM), sales performance management (SPM) and corporate performance management (CPM) can seem like an insurmountable task.

Sell Me This Pen

A recent blockbuster movie ended with this request: “Sell me this pen.”
This seems to be an easy enough question to respond to. However, the answers can be far ranging and ineffective. Maybe the most appropriate response is, “I have something for you to sign.”

Marketing Conversations Yield Conversions at Ricoh

Every day seems to bring marketers big new challenges. Ricoh is looking at several:

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