The Hidden Talent in Your Ranks

Sales and Marketing Management

As such, many companies today are beginning to look with renewed interest at their most readily accessible talent pool when filling open roles: their own employees. Tight Times Yield Smart Strategies.

Inside Sales Growing by Leaps and Bounds

Score More Sales

Smart companies in nearly every industry are building out strong inside sales teams now. Sean is Chief Revenue Officer at KiteDesk – the company that just recently commissioned their Top 100 Social Selling Influencers research.

Drowning In Information, But Where’s The Knowledge Or Insight

Partners in Excellence

Daily, I get feeds from all sorts of services, several provide me information and news on people and companies I’m following. This morning, it was helpful as I spoke to a client/friend, I knew his company had just closed on an acquisition–something he’d been deeply involved in. I just got my first “SMART Company Brief” from DecisionLink. Those of you who know or follow me know I’m an information junkie.

RIP: Sales Training

Sales Benchmark Index

Smart companies use delivery tools like: Pod casts. Modify it for your training content, company and sales force. You just hung up from your weekly forecast call. Numbers don’t look good. Your team is going to be short again this quarter.

B2B is Dead – Long Live B2P

DiscoverOrg Sales

Each acronym provides the building block at a company’s inception to describe their mission statement, target market, and product. B2B companies with brands that are perceived as strong generate a higher EBIT margin than others. Muting a unique company voice. B2B vs B2C vs B2P.

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Get It Together! Marketing and Sales Collaboration That WORKS

The Pipeline

All this bickering is stealing from your company’s bottom line. Instead of finding a positive solution to honor the common goal of growing the company, the two teams debate who is right. To succeed in business today, your company must bridge the gap between sales and marketing.

3 Facts About B2B Buyer Experience You’re Probably Ignoring

Sales Hacker

For this specific survey we spoke to more than 300 B2B buyers, representing a cross-section of goods and services, company sizes and vertical markets. B2B buyers reported a significant need for improved engagement with seller companies.

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Smart Selling Visions: Up-Close with Top Revenue Leader Brian Leach, CEO of @unboxedtech

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. Brian: Smart companies invest a lot of money in their CRM systems, which are great for storing data.

The Perils of Piecemeal

Cincom Smart Selling

Smart companies don’t have software initiatives; they have business initiatives that drive software purchases. Customers today are looking for large companies to deliver solutions instead of products. Make sure that all of your company’s products integrate.

21 Salespeople Reveal the Worst Sales Advice They Ever Got

Hubspot Sales

Not only did this hurt my credibility as a salesperson and my company's credibility as a business, but it ingrained prospecting habits that are ultimately unsuccessful in the long term as buyers get smarter about what solutions exist. Smart companies always want to keep good people.

Selling value – an innovative framing

Sales Training Connection

Schrage was exploring how smart companies increasingly recognize that their own futures depend on how ingeniously they invest in the future capabilities of their customers. Selling value.

Sales is Storytelling. Marketing is Storytelling. Business is Storytelling.

Sales and Marketing Management

Richards was inspired by Pixar’s teaming with online education provider Khan Academy to offer “Pixar In a Box,” a free series (now with three complete seasons) that provides a behind-the-scenes look at the animation company’s secrets of great storytelling. As Richards explains, if a company grants you attention, either through a meeting, a read email or a viewed video message, you owe it to that prospect to make it worth their time.

4 Trends Shaping B2B Marketing in 2011

Pointclear

A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. B2B companies have to produce the right kind of content: Web content should be honestly empathetic and seeded with utility for your customers; it should be inspired by your unique perspective and reflect your business's core values and authentic “voice.”

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Closing the Knowing-Doing Gap to Become a Better Leader

The Brooks Group

Jeffrey Pfeffer and Robert Sutton, professors of organizational behavior at Stanford, explore this performance paradox in The Knowing-Doing Gap: How Smart Companies Turn Knowledge into Action.

Build Predictable Revenue

Your Sales Management Guru

Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. Many times we hear that “our company is too small to do these management systems that you show us, Ken”.

Overloaded And Overwhelmed

Partners in Excellence

In some cases, smart companies re-engineered a lot of what they did, slimming things down and doing what they could to eliminate unnecessary workloads. Reference “Overloaded Circuits, Why Smart People Underperform,” HBR, January 2005.

Customers From Hell – Top 4 Tips for Handling

Klozers

Many companies initially buy CRM to help improve sales performance and whist there is no doubt CRM will do this, Customer Relationship Management is also a must have for delivering great customer service.

The 8 Components Of A Best-In-Class Sales Management Process

The Brooks Group

Smart companies are looking for great salespeople even when they feel they don’t need more salespeople. New salespeople need to understand the culture as it is defined by the norms, values and expectations of your company.

How to Handle RFPs and RFIs

The Brooks Group

Q: While your process [for submitting proposals] makes sense in theory many RFP's state you can't speak to anyone at the company that sends the RFP [because] they won't allow that to give an unfair advantage to any potential supplier? Q: Also, how do you ensure a RFP isnt just a RFI in disguise and that the company doesn't steal your ideas and simply develop it themselves? Yesterday, we conducted a webinar about best practices for submitting B2B Proposals.

To Build a Sales Culture

The Brooks Group

Smart companies know that salespeople offer a valuable voice to questions like how to improve tactical marketing, ways to enhance customer service, and even what new products to develop. Everyone in the sales department must be committed to working hard and smart. Part of our mission statement at The Brooks Group is to help our clients build Sales Cultures. And, often, when we’re sharing that goal, we get asked….” What’s a sales culture.” Here’s my take.