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Sales 2.0 May Put You Out of Business

Dan and I recently hosted a brainstorming coffee meeting with a couple business owners considering dipping their toes into sales 2.0, in this case weekly blogging, modest social networking and establishing an entry level in-bound lead generation programs.  They could clearly envision the potential benefits once things were up and functioning, but still were not ready to pull the trigger on this overhaul... Read More...

Do Not Hire Part 3 – Lead Management Best Practices

Part 1 of the Do Not Hire That Rep series suggested not automatically replacing a bottom performing sales rep when management decision or attrition takes them out of the organization.   Part 2 said that instead, investing more in the remaining, successful sales team provides a greater likelihood of returns compared to the low odds most see with new sale hires right now.   In Part 3, let’s explore... Read More...

Do Not Hire Part 2 – Create Leads Instead

In Do Not Hire That Sales Rep I suggested that when replacing a sales person that was not making the grade there could be a better way to use those sales expense dollars to achieve the revenue target. Instead, we find that investing more into the sales team members that are making the plan greatly increases your likelihood of success – and provides a huge positive motivational impact to your team. Where... Read More...

Do Not Hire That Sales Rep!

We’ve all been there, your sales team is down one or more members due to planned – or unplanned attrition.   (Usually the attrition is of the planned variety).  The sales person was not making their number, their pipeline was deficient, activity might have been evident but the results were not, so action had to be taken. You now have an open position with quota associated with it so you must... Read More...

Digital Tools for the Sales Playbook

The new sales economy demands that we make major changes to the way we prospect and qualify accounts. In the not too distant past we had the luxury of going through what was sometimes a lengthy discovery/qualification process followed by a solution design phase and finally an evaluation and closing phase.  We were happy if we closed 15-20 percent of the opportunities we pursued. The current economy... Read More...

It’s a New Sales Year. Those Compensation Plans Done Yet?

By now you have your 2010 revenue plan locked in place, your sales team is refreshed and at full strength, and your pipeline is purged of all unqualified opportunities. You are ready to start out 2010 strong, right? Well, maybe not. If your 2010 sales incentive compensation plan has not been implemented you are still sitting at the starting gate. Compensation plans are often the last component of... Read More...

CEOs, Change Your Company’s Sales Model Now!

Company leaders who are implementing sales best practices, challenging the traditional selling model, investing wisely in sales technology, and benchmarking as many key metrics as possible are generating tremendous ROI for themselves and their shareholders.    In sales terms, these leaders are winning more deals, closing bigger contracts and grabbing more market share. Looking for breakout gains? ... Read More...

Marketing, Meet Sales

About ten years ago, prior to launching my entrepreneurial career with Dan, I ran the marketing and communications department for $2 billion public company.  We had the usual responsibilities for that era – investor and public relations, speaker promotions, branding, web site, collateral, press and media relations and internal communications. Our tenets and responsibilities were differentiation,... Read More...

Now is Time to Embrace Sales 2.0

After my final workout of 2009 this morning I was talking to a fellow gym member who is in software sales.  I asked how his year closed and he replied he still had a few deals that could close today.   He mentioned he lost a high probability prospect yesterday because the decision maker could not convince the board to fund the deal.  He lamented that the prospect could clearly benefit from implementing... Read More...

Successful Sales Pipeline Habits

In early September I suggested that an analysis of your existing sales pipeline was necessary to begin the 2010 revenue planning process  (Time Helps No Sale).  It was no doubt a painful process, as some of your sales reps tried to convince you that dead or dormant opportunities were still viable.  Based on your decisions, many of your opportunities may have been moved to unqualified status and... Read More...

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