April 29th, 2010
Creating a Sales Culture
For those of us with a background in sales and a career devotion to it, it’s always painful to hear our clients talking about “sales” with negative connotations. Often times a firm will tell us that they want to create a “sales culture” but they don’t want their employees to be “salesy”. It’s as if instituting a sales culture means that they will turn into sales vultures!
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February 22nd, 2010
Sales & Marketing: Making the Link for Your Company
Sales and marketing. Together they are the lifeblood of any organization —creating opportunities for new business, opening new markets, and gathering competitive intelligence.
Marketing offers firms the ability to communicate with many people at the same time, to pump new information into the marketplace, and to gather information and discern trends. Sales is the critical function of bringing new prospects and clients into the fold, of making a personal link. Two pieces of the same puzzle, right?
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February 22nd, 2010
Why So Elusive?
The 8 Elements of Sales Effectiveness
We’ve had the chance to see the inside of lots of companies who are struggling to meet revenue goals and don’t understand why they are finding it so difficult. Over the years, the same themes emerge over and over again. We want to share with you what we’ve uncovered to be the 8 elements of sales effectiveness.
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February 22nd, 2010
Processing Your Sales Process
If you ask most firms about their sales process, it seems as though the question is so basic that—of course—everyone in the firm knows the answer. When we dig deeper, we often find the case is very different. Many firms don’t really consciously consider what steps are in the process and whether those steps should be there. Instead, they have “backed into” an approach. The approach can sometimes work well even without a lot of planning. When sales stutter and revenue suffers, however, the company doesn’t know where to look to fix the problem.
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