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…
Book Review: SNAP Selling – Jill Konrath
There’s no question that everyone, including your customers, is increasingly busy. Last year’s cost-cutting has resulted in organizations trying to get by with fewer resources. As the economy has begun to improve, the ‘mot juste’ for corporations is productivity, and…
For Customers, ‘Broken’ is More Urgent Than ‘Better’
We can all get so excited by our products that we forget that the customer doesn’t really care. When we’re looking elsewhere, we overlook what the customer really cares about. We’re aimed at what’s possible while the customer is focused…
13 Rules of Pipeline Management: including Social Networking
I recently conducted a survey on LinkedIn to determine what sellers view as their biggest problem at the moment. The result is pretty definitive. It’s all about the pipeline baby!
So, I’ve revisited a post I did about a year ago…
