SHARE:

NewBlog

SPIF Tip #35: A Wake Up Call for Senior Management

1 Star2 Stars3 Stars4 Stars5 Stars (1 votes, average: 5.00 out of 5)
Loading...

Piyush Saggi is the co-founder

and CEO of a promising startup in Atlanta called SalesTing. He interviewed a seasoned enterprise sales rep in a recent LinkedIn post “Confessions of an Enterprise Sales Rep.” Some of what the rep said was priceless: Piyush: What % of your leads come from Marketing?

Rep: Tough to answer that. Probably not much. Every now and then they'll send me someone's contact info as a "lead" if that person attended a webinar but I'm usually already engaged at that company.

Piyush: Have you ever shared this with your Marketing team?

SPIF Tip #34: What Sales and Marketing Can Learn From "The Martian"

1 Star2 Stars3 Stars4 Stars5 Stars (1 votes, average: 5.00 out of 5)
Loading...

I'm sure you've heard

about "The Martian," Ridley Scott’s thrilling movie about Mark Watney, an astronaut left behind on Mars when a mission to the red planet went horribly wrong. 
about "The Martian," Ridley Scott’s thrilling movie about Mark Watney, an astronaut left behind on Mars when a mission to the red planet went horribly wrong. 
 
Watney's statement, "I'm going to have to science the shit out of this" struck a chord around the world. The only way Mark could save himself was relentless use of a single tool: reason.

SPIF Tip #33: Need to Improve Your Team's Sales Productivity? This Simple, Logical Approach Works

1 Star2 Stars3 Stars4 Stars5 Stars (1 votes, average: 5.00 out of 5)
Loading...

When markets, technologies,

or personnel change, sales departments that have run well for years can have a rough time. When too many deals go to “no decision,” and no one can predict which accounts will buy, the traditional “black-box” mentality of the sales department becomes a problem that needs solving. Of course salespeople do their best to explain what is happening via their stories and anecdotes. Unfortunately, that usually doesn’t solve anything. Worse, these situations are typically not their fault. They are the legacy of the culture that worked in the past. Yet, there is a way to see inside the sales black box. And like an X-Ray, the results it makes possible are far better than most companies can achieve without it.

SPIF Tips #32: The Root of Improvement

1 Star2 Stars3 Stars4 Stars5 Stars (No Ratings Yet)
Loading...

I recently had the

opportunity to talk with Bob Miller, former Executive Director of the Shingo Institute. I asked him how he helps companies change their culture in a manner that enables improvement to really stick. His answer was quite interesting:

SPIF Tip #31: Sales Problems Are Probably Not Caused By Your Sales VP

1 Star2 Stars3 Stars4 Stars5 Stars (No Ratings Yet)
Loading...

Through the grapevine

I heard that the CEO at a company I’ll call “Blunder, Inc.,” wanted to fire his Sales VP. Why? He missed his sales forecast. Now this might not be politically correct, yet someone has to say it. Based on that information alone, the CEO should be fired, not the Sales VP. Senior executives behave this way every day. Yet this behavior is inexcusable. Let me explain.

SPIF Tip #30: How you can help sales leaders become more critical thinkers

1 Star2 Stars3 Stars4 Stars5 Stars (1 votes, average: 4.00 out of 5)
Loading...

Problems are the

undesirable result or effect of the work or a job. Solving them is fundamental to everything in business. Unfortunately, most people in sales and marketing have not been taught the finer arts of problem solving. This article describes one method for defining sales and marketing problems in a manner that makes them easier to solve.

SPIF Tip #29: How Operational Excellence Solves Sales and Marketing Problems

1 Star2 Stars3 Stars4 Stars5 Stars (No Ratings Yet)
Loading...

worker-with-doubts_1012-193I attended a monthly

meeting of the Executive Sales and Marketing Association of Atlanta’s recently. Several executives there lamented about the difficulties of sales prospecting these days. One mentioned his company’s salespeople had to make more than 500 phone calls to find one viable prospect. Others concurred. Once they had a prospect, a thirty or forty percent close ratio reduced the odds that much further. Boy, did that bring back memories.

SPIF Tip #28: Can You Solve This Sales and Marketing Problem?

1 Star2 Stars3 Stars4 Stars5 Stars (1 votes, average: 5.00 out of 5)
Loading...

BartenderBusinesses are more

complex than they appear to be on the surface, especially in sales and marketing. For example, consider Frank, the proprietor of a neighborhood saloon. Frank wants to sell more drinks. He figures more single men would patronize his establishment if there were more single women there. How to make that happen? Simple. Offer half-priced drinks to women on “Lady’s Night.” Problem solved, right?

SPIF Tip #27: Does increasing revenue mean the sales department is doing a good job?

1 Star2 Stars3 Stars4 Stars5 Stars (No Ratings Yet)
Loading...

Boats

At some time,

most companies find themselves in a “rising tide” market. The sales and marketing team is working like crazy and revenues are growing. Things seem to be working as they should be. Often unfortunately, nothing could be further from the truth. That’s because most companies’ sales and marketing are in a “Tribal Knowledge” state. It’s not that they are wearing war paint or dancing wildly. It’s that the sales tribe has a different language and priorities than the marketing tribe, or the Chicago district works far differently than the New York district.

SPIF Tip #26: Reason Cures Stagnant Sales Productivity

1 Star2 Stars3 Stars4 Stars5 Stars (No Ratings Yet)
Loading...

26Recent sales productivity

research attempts to provide insights to help companies improve. It points out the “stark disconnects between what management sees/does and what reps want/need.”