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An Insatiable Quest for Sales Knowledge & More

by Jill Konrath on 08/26/2008 20:14   0 comments ,11 views
Secrets of Business Gurus Radio ShowIn his insatiable quest to enhance your knowledge, Lee Salz interviews top business experts to find out the secrets to their success. If you have 10 minutes, listen in to his interview with me. You'll find out how I got into sales, challenges sellers face today and my thoughts on women in sales. Click here...
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+1 1 vote

Do tech toys depersonalize the sales process or help it?

by Dave Brock on 08/25/2008 01:00   1 comment ,27 views
Categories: ROI Measurement, Sales Process Measurement, Sales
Tags: north america, thecustomercollective, tech toys, sales process+depersonalization, sales+conversation, customers+attention span
Today's New York Times has an interesting essay by Ben Stein entitle, Connected, But Hermetically Sealed. It is nice commentary about how we use technology to seal ourselves off from the real world.

Mobile phones, PDA's Ipod's, all great technologies that contribute to the quality of our lives also serve to diminish the quality of our lives by isolating us.

Imagine, sitting with a group of people, none talking to each other, but all engag...
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+2 2 votes

Anatomy of a loyal customer

by Sivaraman Swaminatha on 08/23/2008 02:00   1 comment ,23 views
Christie Nordhielm has an interesting perspective on understanding the anatomy of a loyal customer. She says: Basically there are three types of brand loyalty: head loyalty, which is just being interested in the features of the product; heart loyalty which...
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+1 1 vote

Stop Propositioning Value, Start Delivering It

by Tibor Shanto on 08/22/2008 08:23   0 comments ,49 views
There is a lot of material out there discussing value propositions, best ways to present them to prospect.  Some talk about the concept of “your unique selling proposition”, although at times the only unique thing in the formula is your prospect, not the value your marketing department developed in a vacuum. Given that, does it [...]
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Keep your eye on the prize... focus on executing your strategies and plans!

by Dave Brock on 08/21/2008 11:25   0 comments ,20 views
Over the course of a year, I meet with dozens of companies and hundreds of professionals. In the course of most of our discussions, people are concerned about their business strategies and plans. These "strategy" discussions are wide ranging--- they can be about an overall business or organization's strategy and direction, it can be about developing and launching new products, about partnerships/alliances, about sales and routes to market, or ab...
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Line Dancing and Sales Failure

by Jonathan Farrington on 08/21/2008 04:07   0 comments ,16 views
The JF Guest Author Spot Paul McCord Musically, I live in the distant past.  If an archeologist found my iPod they’d be sure I died sometime in the early to mid 70’s.  My taste in music hasn’t evolved past The Beatles, the Stones, Deep Purple, Led Zeppelin, Pink Floyd, The Who, ZZ Top, and Jethro Tull.  I [...]
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+2 2 votes

Satisfied with Your Job? Not If You’re a Sales Executive

by Dave Stein on 08/20/2008 05:44   1 comment ,59 views
Debbie Antonelli of Richardson pointed out to me that a recent survey by ExecuNet has only 54% of sales executives are satisfied with their current job:     Profession Percentage of Executives Satisfied With Current Job   CFO/Comptroller 68%   HR 65%   Marketing 63%   General Management 61%   Sales 54%   MIS/IT 53% Source: ExecuNet 2008 I’m being not cynical when I say I’m surprised that the percentage for sales e...
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Misconceptions about Trust-based Selling: It Doesn't Work

by Charles Green on 08/20/2008 05:04   1 comment ,54 views

Escher chairThis is the third in a series of three about misconceptions regarding Trust-based Selling™. The first was about naievete; the second, about time.

The third misconception is that it doesn’t make sense, it just doesn’t work.

Not unreasonable, since trust-based selling rests on some apparent paradoxes. For example:

a. managing your sales with short term metrics will drive your short term metrics down;
b. the best way to...

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Psychometrics, Salespeople And The ASP+K Formula

by Jonathan Farrington on 08/20/2008 01:41   0 comments ,27 views

Psychometrics evolved from the need to examine ability. At the end of the 19th century, French psychologist Alfred Binet worked on some of the first tests to measure children’s ability.

The US army developed its own tests to help recruit fresh troops for the first World War, the so-called Alpha tests, designed to work quickly through the hundreds of thousands of applicants and work out who had the required education and background.

More noto...

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Does Anybody Use Six Sigma in Sales and Marketing?

by Michael Webb on 08/19/2008 19:36   0 comments ,38 views
Here's an interesting posting from Linked In you might not have seen: Ray Stahl, Director of Business Development at Xiotech Corporation, asked this question: Does anybody use Six Sigma in Sales & Marketing? I am interested to see if Six...
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