Voracity is a very powerful emotion that, if harnessed properly, can be both self-serving and profitable for any business. The secret is to find a way to create an environment where selfishness can and will serve two masters. How can that be done? I’m glad you asked! Remember why you came to work today, and […]
Sales and Marketing Blog
Measure Your Marketing ROI
There’s a well-known truism in business: You get what you measure. So if you aren’t measuring the results of your investment in marketing dollars—in terms of current and predicted future revenue and profit results—then essentially you’re investing blindly. Let’s say you follow the established norm for your industry and invest in marketing as a percentage […]
Linking Performance to Company Values
Intel corporate values include risk taking, discipline, and results orientation. These are exactly the values one would expect of a company whose primary strategy is one of product leadership. Without these specific company values the product leadership strategy would surely fail. In firms where the values and the strategy are tested daily it requires management […]
Knocking Down The Ivory Tower
Corporate sales and marketing teams are called upon annually to produce more sales with fewer resources. This is difficult enough when sales and marketing are both in the same location. However, modern sales organizations can span the globe. There is also a greater reliance on channel partners: resellers, distributors, agents, or even franchisees. Channel partners […]
Increase Your Pipeline: Deploying the Cost Effective Sales Team
Based on my talks with local executives, indicators point toward our getting back to business. Many companies that were taking a wait and see stance on Sales are now beginning to once again invest in selling. As we all know from the go-go days, deploying a new sales team takes significant investment, especially if the […]
Hire The Best, Weed Out The Rest: Recruiting Top Sales Producers
Hiring top sales people is the key to accelerating your company’s sales. Sounds like a no-brainer, right? Yet even if you agree with this, we all know from experience that finding and attracting high performance sales talent is anything but easy. Getting this right is a combination of both art and science, and requires a […]
CRM / SFA That Accelerates Sales The Sales Process Integration Approach
Has your company struggled with Sales Force Automation (SFA) or Customer Relationship Management (CRM) software? If so, you’re not alone. It’s estimated that between 65 and 80 percent of all system implementations end in failure*. Sales people don’t like working with software, and each rep uses the system differently. Customer/prospect data is inconsistent and poorly […]
Beyond Traditional Marcom Building Marketing That Sells
When the word “marketing” comes up, most people immediately think of fancy ad campaigns and big budgets. They may make you feel good, but in today’s economy, most companies can only afford to spend money on marketing programs that actually drive sales leads in the door. A tightly focused “guerrilla” marketing program, when done right, […]
Great Online Sales Assessment Tools
If you are a sales director, VP of sales, or CEO stepping in to figure out how your sales team performance relates to the skills, ability, and motivation of the people on your team, today you can select and utilize online sales assessment tools that are available from a variety of different vendors. Here’s what […]
Finding the Best Sales & Marketing Talent for Venture Capitalist Backed Firms
If you are a venture capitalist, you’re working actively and aggressively to gain high returns on your investment by putting your shareholder’s cash into companies that have an outstanding opportunity for high growth and high returns. The stakes are high and in order to get to those results, you have to have an infallible team. […]