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…
Sales is too important to be left to sales
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.…
Thoughts on Social Networks for Sales and Social CRM
I was recently interviewed by John Golden, CEO of Huthwaite, for his Business Insight podcast series. We talked about Social Networks and Social CRM in the context of sales effectiveness, and I spoke a little about Dealmaker Pulse, our recent…
What’s your value proposition to the sales organization?
This post is mainly for the non-quota carriers out there. Or maybe it’s for quota carriers looking for a little help from their friends! We’re all in it together, right?
If you accept that nothing good happens until someone in your…
You better nail it – each step of the way
It’s been two weeks since my last post, and that’s quite a bit longer than usual for me. I’ve been on the road visiting existing TAS Group customers and new prospects. While I never look forward to spending so much time…
Becoming a Trusted Advisor
During the recent economic turmoil, what happened was not so much a recession as a fundamental restructuring of the economic order. This is a good thing! It has forced us once more to focus on true difference versus positioned differentiation. …
3 Golden Rules for Effective Sales Coaching
We know that a good sales team can be a great sales team with effective sales coaching. In fact, according to the Sales Executive Council, when coaching is added, sales productivity is improved by 88%. As a result of coaching Return on…
Book Review: Delivering Happiness by Tony Hsieh (CEO of Zappos)
This is a fabulous book! Tony Hsieh (pronounced Shay), CEO of the phenomenally successful online shoe and clothing retailer Zappos, shares his perspective about what I think of as more about the ‘happiness of pursuit’ more than the ‘pursuit of happiness’.…
You Need A Sales Process: Here’s why, and a quick way to get started
When speaking to a chief procurement officer recently, we were reminded of how professional buyers have become. He had a very structured buying process. He invested heavily in educating his team how to handle vendors; counseling never to build too…
