May 20th, 2010
Are Your Emails Hurting Sales—Externally and Internally?
Ever experience any of these situations? In the home stretch of a sale, and frustrated with the lack of response to your phone calls or inability to get past the assistant “gatekeeper”, you send emails about next steps. You get a confusing response—or none at all. Or, you’re putting together the proposal and lining up internal resources to help close the deal. Your email issuing instructions gets response from one person, is ignored by two, and acerbically by a fourth. With such a huge amount of our business lives dictated by email, how can you improve the odds of successful communication?
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May 20th, 2010
One-Size-Fits-All Training? Don’t Waste Your Money
It’s amazing the amount of money spent by organizations every year on “training” for employees. A manager gets frustrated with the lack of success within the group and believes training is the answer. Training is expected to solve all kinds of ills — it’s expected to help employees perform more effectively, communicate more clearly and generally improve morale and teamwork. More often than not the training’s ineffective, leaving manager’s to ask, “where’s the training budget going if nothing is changing?”
The missing pieces are pre-training assessment and behavioral understanding. Training simply can’t be delivered without an understanding of what’s really wrong. Managers and leaders assume they need “X” solved but they haven’t really delved into what “X” represents. What is the real need? Where are employees struggling? What problems are they encountering? Without digging in and understanding the real life roadblocks, training will fall on deaf ears.
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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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