
0 0 votes Interview: Scott Davis on "The Shift" by Brian Roger on 08/17/2009 00:00 0 comments , 290 views In his just-published “The Shift: The Transformation of Today’s Marketers into Tomorrow’s Growth Leaders,” Scott Davis reviews the new marketing landscape in which today’s new breed of “visionary marketers” have become a catalyst for growth in companies. Scott is a senior partner of Prophet, based in Chicago, with 20 years of brand, marketing strategy, and new product development experience. Prophet clients he has worked include GE, ExxonMobil, Johnson and Johnson, Boeing, and Allstate. A familiar figure at branding conferences, he is frequently cited in publications such as The Wall Street Journal, Brandweek, and Marketing News. He’s an Adjunct Professor at the Kellogg School of Management at Northwestern University and a guest lecturer at other top graduate schools. In this interview, Scott talks about the marketer’s “journey” and about the five shifts that marketers must implement if they are to abandon traditional marketing ways and successfully embrace the new and "begin leading the charge to growth in their organizations." Listen now: read more >>
0 0 votes Interview: Charles Green on "Selling through a Slump" by Brian Roger on 08/13/2009 00:00 0 comments , 372 views Categories: Selling in Slump Tags: ebook, charles green, "selling through a slump" As part of our continuing effort to tackle selling under the umbrella title “Surviving the Slump,” The Customer Collective has published a new addition to its library of resources: the eBook “Selling through a Slump.” “Selling through a Slump” offers an industry-by-industry playbook for salespeople in key vertical markets. To produce the eBook, we tapped the insights of 11 leading experts: Skip Anderson, Mike Kujawski, Mike Wise, and Matt Homann; Anneke Seley, Charlie Green, John Caddell, and Dave Stein; and Jill Kontrath, Anne Miller and Dave Brock. Charles Green, founder and CEO of Trusted Advisor Associates, not only contributed to the eBook (he addresses accounting and consulting), he was instrumental in husbanding the eBook to its published state. Listen to Charlie talk about just a few of the tips our experts offer – and then be sure to download “Selling through a Slump” to learn about all of the many tips from our leading experts on the specific challenges in retail, insurance, health, telecommunications – and seven other industries. Listen now: read more >>
+1 1 vote Interview: Christopher Carfi on listening – and more by Brian Roger on 03/24/2009 13:23 0 comments , 391 views Categories: Customer Service, Customer Experience Tags: christopher carfi Well, Chris talks about a lot more than listening in this recent interview. But – and all the new social media and sales 2.0 tools aside – he does see it as the most underutilized tool. In fact, “getting back to basics and just listening” is a key part of his advice for navigating our current turbulent waters. Chris co-founded Cerado Inc. in the Bay area in 2002, and he finds that his “best ideas come from the customer base, from the marketplace.” As for those new tools and techniques, he believes “companies are starting to get it,” though he sees the embrace of new technologies as happening more at the individual level. As he peers into the future, Chris sees "a lot more emphasis on mobile," You can hear Chris talking about emerging social technologies and creating strong customer communities in our March 31 webcast: “Social Selling: Live Q&A on Selling with Web 2.0.” Meantime, you can get a taste of his thinking in this interview. Listen now: read more >>
+1 1 vote Interview with Anneke Seley on Sales 2.0 by Brian Roger on 02/13/2009 03:00 0 comments , 497 views Categories: Sales Tags: anneke seley interview, sales 2.0+seley We recently chatted with Anneke Seley, founder and CEO of Phone Works and co-author, with Brent Holloway, of “Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology,” published in December 2008. Anneke has spent her whole career in sales, beginning with Oracle as “employee number 12” in 1980. Her tenure at Oracle included the creation of a highly successful inside sales department, and her passion for sales led her to form her own company in 1991. Phone Works, in the Bay area, is a professional services company that has helped over 250 companies design and implement successful sales strategies by building new inside sales teams or optimizing existing inside sales groups. In this interview, Anneke talks about her career, the formation of her company and, of course, the techniques of “Sales 2.0” that she has developed over the years. Listen to the podcast: read more >>
+2 2 votes Trust and the Financial Meltdown by Jerry Bowles on 10/06/2008 15:10 0 comments , 448 views Categories: Marketing, Customer Experience, Sales Tags: trust+sales, thecustomercollective, charles green+trust, trust+us economic crisis, trust+global economy Trust is the underpinning of the world economy. It is why buyers buy and sellers sell, why banks lend and businesses borrow. The current freeze in American credit markets and the ensuing global financial melttown highlights once more just how true this fundamental precept really is. Without trust, there is no commerce. No one has thought longer and harder about the role of trust in sales than this month's Sales Sandbox host Charles H. Green, author of Trust-Based Selling (McGraw-Hill, 2005) and head of Trusted Advisor Associates. Green has taught in executive education programs for the Kellogg Graduate School of Business at Northwestern, and for Columbia University Graduate School of Business, as well as through his own firm, Trusted Advisor Associates. His work centers on improving trust-based relationship and business development skills for businesses with complex service offerings. Watch the Sales Sandbox over the next month for Charles' posts and enjoy this exclusive podcast interview with The Customer Collective. Listen now: read more >>
+1 1 vote Listen to Kim Duke, Sales Diva by Robin Fray Carey on 08/13/2008 11:09 0 comments , 484 views Categories: Branding, Sales Process Measurement, Sales Tags: north america, personal branding, thecustomercollective, sales sandbox, sales shebang, kim duke Kim Duke is determined to reboot your sales brain. If, like me, you learned a formula and a “feed the funnel” strategy as part of your training, then go wash that plan right out of your head. Focus instead on using your own personal qualities to forge a connection to your prospect and, naturally, do your homework. Then leverage your existing network to get where you need to go, and be sure to use your success with your existing customer base through testimonials and referrals to make your next sale. As a self-described “diva,” Kim is also keen on using the internet to enhance a personal brand, a subject that gets a great deal of attention here and on our sister site, Social Media Today. But I don’t wish to “spoil the play” for this diva; check out my podcast interview with Kim here. If you have more questions, you can connect directly with Kim at TCC (search people). And if you can join Kim and an “A-List” group of women sales executives in ~~Chicago~~ Minneapolis on September 23, mark your calendars for the Sales Shebang. Listen now: read more >>
+1 1 vote An Interview with search engine marketing expert Andy Beal by Robin Fray Carey on 07/29/2008 10:30 0 comments , 518 views Categories: CRM, Marketing Tags: podcast, andy beal, interview Search engine marketing expert Andy Beal discusses his book, "Radically Transparent: Monitoring and Managing Reputations Online." Listen now: read more >>
+1 1 vote An Interview with Brian Carroll by Robin Fray Carey on 07/22/2008 10:41 0 comments , 463 views Categories: Lead Generation, Sales CEO of InTouch Inc., Brian Carroll discusses his book "Lead Generation for the Complex Sale" and approaches for creating and nurturing sales leads. Listen now: read more >>
+1 1 vote An Interview with Jonathan Farrington by Robin Fray Carey on 07/15/2008 10:46 0 comments , 429 views Categories: Sales Process Measurement, Sales Jonathan Farrington, Chairman of The Sales Corporation, reflects on his life in business. Listen now: read more >>

0 0 votes

Interview: Scott Davis on "The Shift"

by Brian Roger on 08/17/2009 00:00 0 comments , 290 views

In his just-published “The Shift: The Transformation of Today’s Marketers into Tomorrow’s Growth Leaders,” Scott Davis reviews the new marketing landscape in which today’s new breed of “visionary marketers” have become a catalyst for growth in companies.

Scott is a senior partner of Prophet, based in Chicago, with 20 years of brand, marketing strategy, and new product development experience. Prophet clients he has worked include GE, ExxonMobil, Johnson and Johnson, Boeing, and Allstate. A familiar figure at branding conferences, he is frequently cited in publications such as The Wall Street Journal, Brandweek, and Marketing News. He’s an Adjunct Professor at the Kellogg School of Management at Northwestern University and a guest lecturer at other top graduate schools.

In this interview, Scott talks about the marketer’s “journey” and about the five shifts that marketers must implement if they are to abandon traditional marketing ways and successfully embrace the new and "begin leading the charge to growth in their organizations."

Listen now:

0 0 votes

Interview: Charles Green on "Selling through a Slump"

by Brian Roger on 08/13/2009 00:00 0 comments , 372 views
Categories: Selling in Slump
Tags: ebook, charles green, "selling through a slump"

As part of our continuing effort to tackle selling under the umbrella title “Surviving the Slump,” The Customer Collective has published a new addition to its library of resources: the eBook “Selling through a Slump.”

“Selling through a Slump” offers an industry-by-industry playbook for salespeople in key vertical markets. To produce the eBook, we tapped the insights of 11 leading experts: Skip Anderson, Mike Kujawski, Mike Wise, and Matt Homann; Anneke Seley, Charlie Green, John Caddell, and Dave Stein; and Jill Kontrath, Anne Miller and Dave Brock.

Charles Green, founder and CEO of Trusted Advisor Associates, not only contributed to the eBook (he addresses accounting and consulting), he was instrumental in husbanding the eBook to its published state. Listen to Charlie talk about just a few of the tips our experts offer – and then be sure to download “Selling through a Slump” to learn about all of the many tips from our leading experts on the specific challenges in retail, insurance, health, telecommunications – and seven other industries.

Listen now:

+1 1 vote

Interview: Christopher Carfi on listening – and more

by Brian Roger on 03/24/2009 13:23 0 comments , 391 views
Categories: Customer Service, Customer Experience
Tags: christopher carfi

Well, Chris talks about a lot more than listening in this recent interview. But – and all the new social media and sales 2.0 tools aside – he does see it as the most underutilized tool. In fact, “getting back to basics and just listening” is a key part of his advice for navigating our current turbulent waters.

Chris co-founded Cerado Inc. in the Bay area in 2002, and he finds that his “best ideas come from the customer base, from the marketplace.” As for those new tools and techniques, he believes “companies are starting to get it,” though he sees the embrace of new technologies as happening more at the individual level.

As he peers into the future, Chris sees "a lot more emphasis on mobile," You can hear Chris talking about emerging social technologies and creating strong customer communities in our March 31 webcast: “Social Selling: Live Q&A on Selling with Web 2.0.”

Meantime, you can get a taste of his thinking in this interview.

Listen now:

+1 1 vote

Interview with Anneke Seley on Sales 2.0

by Brian Roger on 02/13/2009 03:00 0 comments , 497 views
Categories: Sales
Tags: anneke seley interview, sales 2.0+seley

We recently chatted with Anneke Seley, founder and CEO of Phone Works and co-author, with Brent Holloway, of “Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology,” published in December 2008.

Anneke has spent her whole career in sales, beginning with Oracle as “employee number 12” in 1980. Her tenure at Oracle included the creation of a highly successful inside sales department, and her passion for sales led her to form her own company in 1991. Phone Works, in the Bay area, is a professional services company that has helped over 250 companies design and implement successful sales strategies by building new inside sales teams or optimizing existing inside sales groups.

In this interview, Anneke talks about her career, the formation of her company and, of course, the techniques of “Sales 2.0” that she has developed over the years.

Listen to the podcast:

+2 2 votes

Trust and the Financial Meltdown

by Jerry Bowles on 10/06/2008 15:10 0 comments , 448 views
Categories: Marketing, Customer Experience, Sales
Tags: trust+sales, thecustomercollective, charles green+trust, trust+us economic crisis, trust+global economy

Trust is the underpinning of the world economy. It is why buyers buy and sellers sell, why banks lend and businesses borrow. The current freeze in American credit markets and the ensuing global financial melttown highlights once more just how true this fundamental precept really is. Without trust, there is no commerce.

No one has thought longer and harder about the role of trust in sales than this month's Sales Sandbox host Charles H. Green, author of Trust-Based Selling (McGraw-Hill, 2005) and head of Trusted Advisor Associates. Green has taught in executive education programs for the Kellogg Graduate School of Business at Northwestern, and for Columbia University Graduate School of Business, as well as through his own firm, Trusted Advisor Associates. His work centers on improving trust-based relationship and business development skills for businesses with complex service offerings.

Watch the Sales Sandbox over the next month for Charles' posts and enjoy this exclusive podcast interview with The Customer Collective.

Listen now:

+1 1 vote

Listen to Kim Duke, Sales Diva

by Robin Fray Carey on 08/13/2008 11:09 0 comments , 484 views
Categories: Branding, Sales Process Measurement, Sales
Tags: north america, personal branding, thecustomercollective, sales sandbox, sales shebang, kim duke

Kim Duke is determined to reboot your sales brain. If, like me, you learned a formula and a “feed the funnel” strategy as part of your training, then go wash that plan right out of your head. Focus instead on using your own personal qualities to forge a connection to your prospect and, naturally, do your homework. Then leverage your existing network to get where you need to go, and be sure to use your success with your existing customer base through testimonials and referrals to make your next sale.

As a self-described “diva,” Kim is also keen on using the internet to enhance a personal brand, a subject that gets a great deal of attention here and on our sister site, Social Media Today. But I don’t wish to “spoil the play” for this diva; check out my podcast interview with Kim here.

If you have more questions, you can connect directly with Kim at TCC (search people). And if you can join Kim and an “A-List” group of women sales executives in ~~Chicago~~ Minneapolis on September 23, mark your calendars for the Sales Shebang.

Listen now:

+1 1 vote

An Interview with search engine marketing expert Andy Beal

by Robin Fray Carey on 07/29/2008 10:30 0 comments , 518 views
Categories: CRM, Marketing
Tags: podcast, andy beal, interview

Search engine marketing expert Andy Beal discusses his book, "Radically Transparent: Monitoring and Managing Reputations Online."

Listen now:

+1 1 vote

An Interview with Brian Carroll

by Robin Fray Carey on 07/22/2008 10:41 0 comments , 463 views
Categories: Lead Generation, Sales

CEO of InTouch Inc., Brian Carroll discusses his book "Lead Generation for the Complex Sale" and approaches for creating and nurturing sales leads.

Listen now:

+1 1 vote

An Interview with Jonathan Farrington

by Robin Fray Carey on 07/15/2008 10:46 0 comments , 429 views
Categories: Sales Process Measurement, Sales

Jonathan Farrington, Chairman of The Sales Corporation, reflects on his life in business.

Listen now:

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Interview: Scott Davis on "The Shift"

Interview: Charles Green on "Selling through a Slump"

Interview: Christopher Carfi on listening – and more

Interview with Anneke Seley on Sales 2.0

Listen to the podcast:

Trust and the Financial Meltdown

Listen to Kim Duke, Sales Diva

An Interview with search engine marketing expert Andy Beal

An Interview with Brian Carroll

An Interview with Jonathan Farrington

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