Choice of the day

avatar
+1 1 vote

Will Sales Metrics Technology Ever Become a Need Based Sale?

by Paul McCord on 05/15/2008 21:13   1 comment , 30 views
Categories: CRM, Sales Process Measurement, Sales
Tags: north america, sales metrics, sales metrics systems, sales measurement, sales measurement software
Will salespeople and managers ever demand their company acquire a sales metrics system or will the sale always be a ‘need’ created by the technology companies themselves? Currently, there is little or no demand by the sales force for the company to acquire the technology. The sale of sales metrics technology is driven [...]
read more

Recent Posts

avatar
+1 1 vote

How to Create Effective ELEARNING

by Tim McMahon on 05/16/2008 08:09   0 comments , 22 views
Categories: Podcast, Publishing (Online), Marketing, Customer Experience, Sales
Tags: marketing, sales, training, customer
In a previous post I talked about the differences between Elearning and Eteaching, and the idea that the key to making online learning successful was figuring out how to effectively teach using this new medium, not just deliver content. Here are just a few of the "rules of the road" for E-Teachers. They apply whether your program is for internal use or with customers, dealers, or the general public.

Different Audiences WANT to Learn ...

read more
avatar
0 0 votes

Your Brand Unfiltered Instantly

by Mike Volpe on 05/15/2008 11:58   0 comments , 12 views
Categories: Branding, ROI Measurement, Lead Management, Direct Marketing, Marketing, Lead Generation, Customer Experience
Tags: north america, brand management, brand+perception, brandtags
Have you checked out http://www.brandtags.net/?  It is a very interesting concept where you are shown a logo, and then are asked to type in a word or phrase that describes the brand.  There is also a feature where you can see a "word cloud" showing you the most popular words used to describe each brand.  Now, certainly this is a biased sample of the world because the site has become popular with bloggers and online social media fo...
read more
avatar
0 0 votes

Nine Perfect Sales Conversation Helpers

by Geoffrey James on 05/15/2008 07:02   0 comments , 31 views
Categories: Sales
Tags: north america, building rapport, converting prospects
To move a sale forward during the initial conversations, you must keep the prospect engaged.  As I pointed out in a previous post (”Better Questions=Faster Selling“), the best way to do this is to ask an open-ended question that moves the conversation forward and also builds rapport.  The easiest way to do this is to [...]
read more
avatar
0 0 votes

The Twitter Story I've been working on

by heather green on 05/15/2008 06:42   1 comment , 27 views
Categories: BusinessWeek, Marketing
Tags: north america, twitter, microblogging
Do businesses (and the rest of us) need Twitter? Is it around for the long haul. Dozens of Twitterers added to the reporting.
read more
avatar
0 0 votes

International Employee Communications Summit

by Krishna De on 05/15/2008 02:10   0 comments , 22 views
[ June 5, 2008 9:00 am to June 6, 2008 11:00 pm. ] With the increasing adoption of social media by organisations especially in relation to brand engagement with customers and clients, we are now starting to see some case studies for how social media can be used to enhance employee engagement through internal communications. The recent announcement by the company I was on the board of before establishing [...]
read more
avatar
0 0 votes

Logo You Don't

by JonathanSalemBaskin on 05/15/2008 00:04   0 comments , 16 views
Categories: Branding, Advertising, Marketing, Customer Experience
How do you feel about logos appearing on the shirts, jerseys, and sweaters of professional sports teams? I guess there are really two questions to ask: Are they distasteful? Whether distasteful or not, is it smart branding? We've seen equipment...
read more
avatar
0 0 votes

Abandoning the SEO of Today for the SEO of Tomorrow

by Andy Beal on 05/14/2008 20:13   0 comments , 18 views
Within the mass confusion that can erupt when there is a blog controversy, occasionally a thoughtful post will emerge. Last week ShoeMoney wrote about the Death of SEO and here on this blog Greg Howlett supported that theory, while I spoke up to disagree with those opinions. Others have also been discussing the topic and [...]
read more
avatar
+1 1 vote

Persona’s Of The Working Wealthy In The UK

by Krishna De on 05/14/2008 19:50   0 comments , 16 views
I recently came across some interesting research which if you are based in the UK you might find of interest. Earlier this year, insurers Hiscox published the Hiscox Wealth Review for 2008 and identified that some 10% of the UK population, nearly 2.5 million households can now be  identified as wealthy.The report states that: An average ‘Working [...]
read more
avatar
+1 1 vote

Getting Marketing and Sales to Align

by Ardath Albee on 05/14/2008 17:08   0 comments , 30 views
Categories: Marketing, Sales
Tags: north america, sales+marketing alignment
The status quo for marketing and sales is that neither seems to find the other valuable. The common refrains heard are: marketing doesn't give sales good leads sales doesn't work the leads marketing give them - or use marketing-produced collateral The problem, as it occurs to me after attending the CLOSE Invention Summit on Monday at Stanford is that there's...
read more
avatar
+1 1 vote

THE KID HAS A FUTURE IN SALES!

by Tim McMahon on 05/14/2008 09:21   0 comments , 29 views
Categories: Sales
Tags: north america, sales, objections, skills

I met a 5 year-old with a clear future in sales, and frankly it's scaring me to death!

This morning I took the dog out for his "morning duty" (actually the taking-out part is more my duty than the dog's, but anyway...). A small boy about five or so was riding his bike past us and stopped to ask "Does your dog bite? Can I pet him?".

Andy is a 13 yr. old Lassie lookalike and still attracts his share of attention from nostalgic parents and their ki...

read more

Weekly Highest Rated

avatar
+2 2 votes

Just How Important Is Emotional Intelligence?

by Jonathan Farrington on 05/11/2008 10:14   0 comments , 67 views
Categories: Sales
Tags: emea, emotional intellgence, cultural cues+selling, reading people, empathy+selling
  Old ways of doing business no longer work: the increasingly intense competitive challenges of the world economy challenge everyone, everywhere, to adapt in order to prosper under new rules. In the old economy, hierarchies pitted labour against management, with workers paid wages depending on their skills, but that is eroding as the rate of change [...]
read more
avatar
+2 2 votes

Think Twice About That Promotion!

by Dave Stein on 05/12/2008 13:15   1 comment , 62 views
Categories: Podcast, ROI Measurement, Sales Process Measurement, Sales
Tags: north america.managing salespeople, sales management+crossover, rewarding salespeople, sales+recognition, sales management+recruitment
Jim Brodo, Senior VP of Marketing from Richardson, asked if I would contribute some content to their newsletter.  I went back over some of what I wrote over the past year or so, and rediscovered a piece on promoting top sales reps to management positions. This is an important issue for both the sales person and the executive  [...]
read more
avatar
+1 1 vote

What's More Important - Customer Knowledge or Product Knowledge?

by Tim McMahon on 05/12/2008 10:26   0 comments , 42 views
Categories: Marketing, Sales
Tags: north america, marketing, strategy, selling, value
  What's more important - customer knowledge or product knowledge? Okay, they're both important but which one is the most important for marketers and sellers? Which is a customer likely to be willing to pay more for - your understanding of his/her business and ways you can help them be more successful OR your comprehensive knowledge of your products?

 Your answer was probably "Both! It's our knowledge of our products that enables us ...

read more
avatar
+1 1 vote

How to Create Effective ELEARNING

by Tim McMahon on 05/16/2008 08:09   0 comments , 22 views
Categories: Podcast, Publishing (Online), Marketing, Customer Experience, Sales
Tags: marketing, sales, training, customer
In a previous post I talked about the differences between Elearning and Eteaching, and the idea that the key to making online learning successful was figuring out how to effectively teach using this new medium, not just deliver content. Here are just a few of the "rules of the road" for E-Teachers. They apply whether your program is for internal use or with customers, dealers, or the general public.

Different Audiences WANT to Learn ...

read more
avatar
+1 1 vote

Customer conversations in a world without identities

by Sivaraman Swaminatha on 05/11/2008 15:01   0 comments , 26 views
Categories: CRM, Branding, Advertising, ROI Measurement, Direct Marketing, Marketing, Customer Experience, Sales Process Measurement
Tags: north america, conversational marketing, data mining, customers+identity
I recently read a very thought provoking article by Alec - " Hankering for a world without identity or federation". Also, a lovely follow-up article on the same topic by Andriana. Also, there's a nice comment by Christopher Carfi on...
read more

See All Articles >>