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Blogroll
Category Archives: sales
The Try Something Loop
Most companies use the “try something loop” when they have a shortfall in sales that needs to be addressed in the short-term. The try something loop consists of having a brainstorming meeting to come up with ideas to increase sales … Continue reading
Marketing/Sales Misalignment Continues
I am constantly amused by the people who believe that solving the Marketing/Sales misalignment problem can be fixed by better defining what should be done by Marketing versus what Sales should do, and how that has changed over time. Who … Continue reading
Daniel Pink is Wrong … At Least When It Comes to Professional Sales People
Much has been written over decades on how to compensate sales people to achieve optimal results. The answers are all over the map. Daniel Pink’s best seller, Drive, advocated for intrinsic rewards not extrinsic, such as incentive pay. Those who … Continue reading
Posted in sales
Tagged Daniel Pink, Drive, motivating sales people, sales compensation
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The Ultimate Selling Machine
I am not really supposed to use that term anymore according to my friend Ted. He used it back in the 1980s based on feedback and the use of the term ultimate selling machine by the CEO of Singapore Airlines, to describe Ted’s approach. … Continue reading
Posted in sales
Tagged Matchmaker's Triangle, sales, selling, Ted Steinberg, Ultimate Selling Machine
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Double-jointed Peanuts
Dish Network is running a radio ad for their service that suggests that just like peanuts, satellite TV is “all the same” so why pay more from another supplier when you can get it for less from Dish. While I … Continue reading
Posted in sales, What
Tagged Dish Network, peanuts, selling, selling on price, selling value
2 Comments
Confusing Activity With Results
The advent of “marketing automation” seems to have really revved up the marketing communications/sales enablement teams in many companies. Unfortunately, as often happens with shiny new tools, people get carried away. This can be further compounded by the marketer’s (or … Continue reading
Posted in customer satisfaction, customer service, sales
Tagged AT&T, Comcast, lead generation, Marketing communications, sales enablement
1 Comment
Death Of A Sales(man)Person
The imminent demise of the sales person has been predicted for some time. And, as Mark Twain once wrote: “The report of my death was an exaggeration.” U.S. companies spend almost $1T on sales people every year. That is about 3x … Continue reading
