My recent post, Why Customers and Suppliers Collide was received very positively. One re-tweeter called it “THE most important thing anyone in sales can read” (thanks @Davidabrock). Over the many years I’ve observed the interaction between sales people and their customers, I’ve…
Gartner’s CRM Magic Quadrant & Sales Effectiveness
Finally, finally, finally – someone in CRM-land is thinking about the salesperson, and not just about management. There appears to be an emerging recognition by the CRM (particularly the SFA) market that CRM should not be just about data collection,…
Why customers and suppliers collide
You’d be forgiven for thinking that being a customer is easier than being a sales person. All the customer’s got to do is pick a supplier, right? But when the customer makes that buying decision, the risk shifts from the…
8 Tweets from Jeffrey Hayzlett About Selling to the C-Suite
We must have done something right on the recent TAS Group webinar. We had 2,000 registrants! The speaker was Jeffrey Hayzlett, former CMO of Kodak (who we are proud to list as a Dealmaker customer) and author of The Mirror Test.…
My response to “The Bullocks Behind Sales Training” by Dan Waldschmidt
Earlier today I read a blog post from the ever-thought-provoking Dan Waldschmidt. If you care about your sales team, or maybe if you’re planning a sales training initiative for 2011, you should first read the entire post, but it begins like…
Does a Sales 2.0 Approach Shorten Your Vacation?
Guest Post: Paul Dilger, Director Product Marketing at The TAS Group
Having a genuinely integrated approach to your selling effort means embracing sales 2.0 resources, and that means keeping your finger on a considerable amount of pulses on a daily –…
If you’re my coach: Don’t confront me with my failures
It’s been nearly a month since my last post – and that’s really a long gap for me. Ok, I was on vacation in Languedoc in France (isn’t that a wonderful name – translates literally to the ‘language of yes’),…
Sales is too important to be left to sales
Guest Post: Paul Dilger, Director Product Marketing at The TAS Group
I want to build on one of Donal’s previous posts and start by adapting a famous saying attributed to David Packard of HP fame. He said that ‘marketing is too important to…
Y.A.H.O.O. – You (should) Always Have Other Options
The founders of Yahoo! are purported to have said, “You Always Have Other Options”. It might be one of those apocryphal stories – but it’s a good one. And there’s a great and salutary lesson here for sellers. When you’re…
Just because it doesn’t scale doesn’t mean you shouldn’t do it
OK, I understand the importance of being able to grow a business by scaling activities that work. Heck, one of the main benefits of our Dealmaker software is that it helps to scale sales best practices across the entire sales team.…
