Stepping back to see the context of sales and marketing reveals often overlooked ways to get better results.
by Michael J. Webb (pdf of this article) Many CEOs see themselves as chief revenue officer (especially in tech companies) or at the least feel very consumed by this challenge. Many have been very successful in their careers by bringing order to chaos, yet they can seem paralyzed by the chaos in sales and marketing. […]
Years ago, I was a first-line sales manager at a business forms company. One January, my district manager presented the new company strategy. He excitedly explained the new slogan for the year, and described a different type of ideal prospect we should start looking for in our prospecting. There were some new product announcements. Then, he announced a sales contest with some pricey prizes if we exceeded quota, like gold watches, ski-mobiles, and expensive vacations.
Michael Webb surveys sales methodologies to point out the characteristics which work, and why.
Why CRM software only makes things worse if you have not properly defined the sales process.
Why CRM software only makes things worse if you have not properly defined the sales process.