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8
Dated: 11-14-2014
Marketers salivate at the mere mention of the Millennials generation. With 77 million consumers in the group, they are the second largest generation in the United States today. According to the Pew Research Center, Millennials will become the largest generation, surpassing the Baby Boomers by the year 2020, and will go from the existing 27 percent to 36 percent of the US population.
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8
Dated: 12-09-2014
Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions:
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8
Dated: 11-17-2014
It’s no secret that sales and marketing departments don’t always see eye-to-eye with one another. Sales sometimes thinks marketing focuses on fluff, rather than figures, while marketing sometimes thinks sales hogs all the credit, but none of the blame. With these attitudes, it’s easy to see why distrust and a lack of respect permeate marketing and sales departments to create a culture of competition, rather than teamwork.
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8
Dated: 12-09-2014
Communicate, communicate, and communicate. We’re told communication is the key to solving every interpersonal problem. Communication can be extremely effective with many interpersonal issues, but there’s one circumstance in which communicating is virtually useless -.when you’re dealing with someone who’s resistant to change.
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8
Dated: 12-08-2014
I participated in the conference on ‘Thought Leadership on the Sales Profession’ at Columbia University, recently. One of speakers got a laugh when he expressed concern about ‘big data and small ideas’. Today sales leaders and sales professionals are being supported with big data to help them understand more about their clients so they can anticipate needs and bring ideas that produce business outcomes and close sales. But while research and data, insights and ideas are imperative, they are proving not to be enough to persuade clients to make a change.
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8
Dated: 11-17-2014
Ask most sales managers what they require of their sales people when it comes to account management and you will get a variety of responses. Typical of these responses are the following:
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8
Dated: 11-14-2014
In a course I attended years ago, a seminar instructor said that if you’re in sales, for example, and you’re overly focused on making this one sale, you’re not going to be at your best. The prospect can feel your anxiety. Why would you be so anxious about a particular sale? Subconsciously, the presenter said, too many people unconsciously contemplate a string of potential disasters. If they don’t make this sale, they might not make quota and their income will suffer. By not having considerable earnings, they may have to do without. Their spouse might be upset. Their children may go wanting.
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8
Dated: 12-03-2014
The term ‘loyalty’ usually brings to mind a long period of time… in other words, a lifetime customer. However, when I teach the concept of loyalty, I like to change the focus a bit. Don’t worry about a customer’s actions years in the future, focus on now. Or, more specifically, the next time. Customer loyalty is about ensuring a customer will come back to your business the next time, every time. Consider the following, what I call The Loyalty Question:
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8
Dated: 11-18-2014
I’ve heard there are 5.7 decision makers for each sale, and unknown influencers. Yet, there is no difference between decision makers and influencers. If you want to move and your daughter is in her last year of high school, is she a decision maker or an influencer? If your technology group isn’t available to implement a new program until they finish current work, would the technology director be an influencer or a decision maker?
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8
Dated: 12-03-2014
For the sake of argument let’s just say you are the world’s greatest sales professional. Your company feels you can add a great deal of value in expanding the organization’s market share outside the USA. You are asked to transfer to France to expand the operations there. When you arrive it becomes more and more clear the language gap is going to be a problem.
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