-
Categories
- 6-Sigma
- Advertising
- airlines
- Automobile Industry
- brand
- CMO
- communication
- competitive advantage
- consumer electronics
- customer loyalty
- customer satisfaction
- customer service
- Down economy
- first mover advantage
- Focus
- global warming
- growth
- Innovation
- Interviews
- Lean Thinking
- management
- market research
- Marketing
- marketing performance management
- Negotiation
- Pricing
- process management
- product development
- product introduction
- promotion
- recession
- retail
- sales
- Spending time with customers
- strategy
- Super Bowl Ads
- teams
- trade shows
- Uncategorized
- Web-based Marketing
- What
Archives
- June 2017
- May 2017
- April 2017
- March 2017
- February 2017
- January 2017
- December 2016
- November 2016
- October 2016
- September 2016
- August 2016
- July 2016
- June 2016
- May 2016
- April 2016
- March 2016
- February 2016
- January 2016
- December 2015
- November 2015
- October 2015
- September 2015
- August 2015
- July 2015
- June 2015
- May 2015
- April 2015
- March 2015
- February 2015
- January 2015
- December 2014
- November 2014
- October 2014
- September 2014
- August 2014
- July 2014
- June 2014
- May 2014
- April 2014
- March 2014
- February 2014
- January 2014
- December 2013
- November 2013
- October 2013
- September 2013
- August 2013
- July 2013
- June 2013
- May 2013
- April 2013
- March 2013
- February 2013
- January 2013
- December 2012
- November 2012
- October 2012
- September 2012
- August 2012
- July 2012
- June 2012
- May 2012
- April 2012
- March 2012
- February 2012
- January 2012
- December 2011
- November 2011
- October 2011
- September 2011
- August 2011
- July 2011
- June 2011
- May 2011
- April 2011
- March 2011
- February 2011
- January 2011
- December 2010
- November 2010
- October 2010
- September 2010
- August 2010
- July 2010
- June 2010
- May 2010
- April 2010
- March 2010
- February 2010
- January 2010
- December 2009
- November 2009
- October 2009
- September 2009
- August 2009
- July 2009
- June 2009
- May 2009
- April 2009
- March 2009
- February 2009
- January 2009
- December 2008
- November 2008
- October 2008
- September 2008
- August 2008
- July 2008
- June 2008
- May 2008
- April 2008
- March 2008
- January 2008
- December 2007
- November 2007
- October 2007
- August 2007
- July 2007
- June 2007
- May 2007
Blogroll
Category Archives: sales
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
Leave a comment
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
Leave a comment
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
The More Things Change…
My mom used to tell me that “back in her day” when she went shopping in a department store, the sales clerks brought you your clothes to try on in the dressing room, and if you needed a different size … Continue reading
Posted in customer service, retail, sales
Tagged Bloomingdale's, retail, sales clerks in retail, smart fitting rooms
1 Comment
