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I just read the IBM 2011 Global CMO Marketing Study. It’s a fascinating report, based on in-depth interviews with more than 1700 CMO’s worldwide. It’s a must read for any sales and marketing professional.
As I devoured the 72 page report, something struck me—where’s s
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A trait I don’t hear much about, but one that I think is critical for sales people is curiosity. When you are recruiting–do you look for curiosity?
Think about it. We have to be students of our customers’ businesses–their customers, their markets, their competitors. We hav
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Follow-Up, a simple concept, but one which too many managers fail to execute. Yet is is probably one of the most important elements of successful coaching.
When we coach our people, one of the critical elements is establishing the next steps and actions to be taken. They may be tactical–abo
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I was reviewing a sales situation with a client earlier today. The sales person had done a fantastic job in managing the sales process. He had dealt with all the stakeholders, the competitors had presented their case, the advantages for my customer were compelling. Everyone was recommending my cl
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I’m amazed by many of the discussions I read about sales performance management. At some point the “bell curve” is introduced, it’s sliced into “A’s, B’s, and C’s.” Then the discussion focuses on how you shift or bias things to the right (the h
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No, today’s post isn’t about some esoteric view of people’s agendas–how we discern them, how we leverage them. This is a rare post for me–it’s about the simple issue of having an Agenda–for meetings that is.
I’m amazed at the number of meetings I̵
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One of the biggest problems sales people face is their deals slipping. We forecast a certain close date, then it slips, and slips, and slips, and …….. Things keep coming up, we push the close date out, then more things come up and we get into this seemingly endless cycle until the deal
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There’s always a lot of discussion in the Sales 2.0, CRM worlds about compliance. Millions are invested in new systems–supposedly. There’s a great urge to make sure people are using them, so compliance has become a key topic of discussion in lots of places. Basically compliance
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Some of you reading the title will say, “Dave’s really gone off the deep end this time, if the customer wants to buy, isn’t that enough?” Maybe in B2C that may be sufficient, but in today’s B2B world, it’s not enough.
I’m seeing too many sales people with
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My post yesterday, The Secret To Sales Success, stirred up a twitter discussion about whether there is a Selling Process or if everything is about the Buying Process. Since I have a hard time saying my name in 140 characters, I thought I’d move the discussion to the blog, and hope the folks t
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