Posts Tagged "sales management"

All the standard solutions come to mind: replace all the sales guys, invest heavily in marketing promotions, train our sales guys better, increase our sales support staff, focus our sales guys on a smaller amount of products and solutions, have our service guys sell products too. This is not systematic at all…

Tweet Pin It It typically goes like this: “someone won’t buy from you unless they know you, like you and trust you”. This is mis-leading. In actuality, they need to: Know you (well enough to listen) Like what you’ve got to offer (that the cost is worth the benefit) Trust that it will work out Let me give you an example of an extreme ‘sales’ situation – The highway bandit. You’re money or your life! Do you know the guy well enough to listen to him? You betcha. Do you like this son of a bitch? Of course not… But do you like what what he’s got to offer? I.e. that the cost of doing business is worth the benefit? Sure, he wants your money, and I’m...

Tweet Pin It Let´s confess the crippling problem of today’s B2B sales and marketing systems. Sales typically engages prospects far too early in the sales cycle. Marketing is under pressure to bring in NEW leads, whilst Sales is pressured to close asap. This puts pressure on the middle of the sales pipeline process… …That transitional phase where a lead upgrades to a suspect to a prospect to an opportunity… before the sale is finalised. Who owns that part of the sales funnel? Sales or Marketing? Well consider the ideal scenario… Sales is so busy with final sales meetings — to close the deal, that they don’t have a spare moment to make many calls to prospects earlier...