optimizing-part-of-the-selling-function-sub-optimizing-the-whole 
Partners in Excellence
MARCH 22, 2017
I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. The speaker was clearly smart and had been very successful in selling, perhaps there was something I misunderstood. The concept of “team selling” arose.
Partners in Excellence
AUGUST 9, 2013
Our organizations, by themselves are a complex set of interactions between individuals, groups and functions. We create “functional units” in our businesses, sales, marketing, product management, customer service, and so on. We each optimize what we do to achieve our goals, objectives, priorities.
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Partners in Excellence
JUNE 28, 2012
Too often, we break things into components, optimizing the components, yet suboptimizing the performance of the entire organization. Or we see problems in the interrelationship and effective operations of functions. Or sales optimizes what it does without consideration of the impact on sales.
Nutshell
NOVEMBER 25, 2020
This also led to more distinction between various marketing avenues, such as commercial advertising, social media marketing, and search engine optimization. Email marketing is the dominant channel for marketing communications when measured by ROI, reach, cost, etc., and the gap continues to widen. Don’t get left behind.
Partners in Excellence
SEPTEMBER 7, 2012
Too often, sales people define the sweet spot as, “these customers buy the types of products we sell.” ” At a high level this may be valid, but there may be a whole number of factors that make the sale very difficult, high risk, or unprofitable. There can be very rich refinement of the market spaces you compete in.
Pointclear
JUNE 15, 2018
It’s a critical corporate function that should be integrated into everything a company does. Are you really selling to the Fortune 500, or do you sell or desire to sell to the 3,000-plus companies that are large sub-headquarters, subsidiaries or large divisions of the Fortune 500? What’s it take? A Closer Look.
Sales Hacker
MAY 26, 2020
This week on the Sales Hacker podcast, we speak with Peter Wooster , a 25-year veteran of technology sales and executive management who is now running his own consulting firm, Wooster Advisors. He was an early employee at Salesforce, he joined in 1999 and really helped scale and build that organization. What You’ll Learn. We’re on iTunes.
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