Your Sales Management Guru
MAY 11, 2010
After working on my keynote I had plenty of time to reflect as we flew over South Dakota and into Montana. First, it has been great to hear from many of you who have enjoyed our many blog accounts on sales leadership, motivation and sales training ideas, I plan to continue to offer my thoughts , concepts and tools to assist you in building high performance sales organizations.
BrainShark
MAY 12, 2010
What's with the name, Kristin? Well, I decided that this release contains so many of those little wish list items that customers have had for so long, that you deserve to have this release named after you!
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Tom Hopkins
MAY 14, 2010
As modern day sales leaders, we should always praise our sales teams in public and give them critical feedback in private. I recently experienced one of the worst cases of a leader abusing the position of manager by calling out one of his sales people in front of the entire team. Yet he did not [.] Related posts: When to Train by Ron Marks.
The Brooks Group
MAY 14, 2010
Yesterday, in an impressive value-building move, our bank sent us a 40-minute video of a recent speech by bestselling business author Jason Jennings. He spoke about his research on top-performing companies. It was a great presentation, but one thing he said really caught my attention…. Great Companies Turn What They Do Into a CAUSE. A cause, he said, is more than a mission statement or vision statement.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
The ROI Guy
MAY 13, 2010
In the article Selling Business Value to Senior Executives, Tony Hillyard proposes that the most effective way to sell to executives is to engage earlier in the sales process. According to Mr. Hillyard, “Many salespeople wait until the organization has started to go to the market to find solutions for their problems.”, and according to our research are then less likely to win deals, and more likely to discount.
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Green Lead's B2B
MAY 13, 2010
This week I presented at the AA-ISP Leadership Summit in Minneapolis. It kicked off two days of great sessions, discussion and networking. Thanks to everyone who attended and supported the effort. It was great to meet everyone and share our Big Ideas. Special thanks to Bob Perkins , Larry Reeves , and others at AA-ISP for having me. The other piece I enjoyed was meeting folks from competing company.
Score More Sales
MAY 10, 2010
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. What I Learned From Oprah About Customer Service. by Lori Richardson on May 10, 2010. Need to hone your customer service skills and build more brand loyalty? This weekend while in NYC on the Fabulous 50 Tour, I had the extreme pleasure of attending a Live Your Best Life Weekend put on by Oprah Winfrey and her team.
The ROI Guy
MAY 12, 2010
SearchCIO's latest survey on IT budgets and spending priorities confirms reports from Forrester, Gartner and other analysts, that the IT spending recovery in 2010 is upon us. For the majority of the 282 respondents to the survey, 55% indicated that the recovery has begun, with 52% indicating more spending in the next three months than in the last three months.
BrainShark
MAY 11, 2010
The May, 2010 Customer Connection Webinar Series with thought leaders was kicked off by Roger Courville, co-founder and principal at the 1080 Group.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Sales Training Advice
MAY 8, 2010
In today’s message I want to talk about the most profitable sale ever made. In any business there is one type of sale that brings the most profit. There is one single sales activity that can make the most difference in the profitability of your company. Not taking advantage of this all important sales opportunity will cost you thousands of dollars.
BrainShark
MAY 9, 2010
USAA gives a great video presentation on why they are a solid choice of insurance provider for members of the armed forces.
The ROI Guy
MAY 12, 2010
IT "Keeping the Lights on" Spending creates Innovation Gridlock Each year Alinean examines the delicate balance in IT budgets between on-going operations, migrations and upgrades, and innovative investments. From our research, in 2009 innovation and migrations / upgrades suffered as budgets fell victim to the changing economic climate: IT Operations (keeping lights on) - 66% Upgrades and Migrations - 23% Innovative IT Projects - 11% This reversed a promising trend throughout the past decade of i
The ROI Guy
MAY 11, 2010
As the main social media proponent for our organization, I participate and monitor our avenues constantly. As well, as the CEO, the buck stops with me, and like many executives, I demand payback on our investments. A question I have been raising lately - is all this time we spend on social media worth it? Seems like I am not alone. When it comes to ROI as a search term, about 80%+ of the tweets / posts are about the ROI of social media. is there any?
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