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SPIF Tip #34: What Sales and Marketing Can Learn From “The Martian”
…stick,” or “If the sales department isn’t making its numbers, there must be something wrong in the sales department,” or “If our competitors go to trade shows, we should too.” Instead, the Watney’s…
Getting Traction in the Market – How to Use Kaizen to Make Sales Training Stick
…product knowledge skills; I’m taking about street-smart, door-opening, getting-to-the decision-maker-and-being-so-good-you-get-invited-back-kinds-of-skills.) What actually goes on in the street rarely matches what corporate managers and executives think, especially in large companies. That’s an unpopular viewpoint, for sure….
New Guidebook Published for Improving B2B Sales Results in 90 Days or Less Through Kaizen Events
…Sales Process in a Way Your Customers Will Love” is being released by a company in Norcross, GA. A teleconference introducing the book will be held on Dec 18, 2008 at 3:00 Eastern.” (PRWEB) http://www.prweb.com/releases/2008/12/prweb1745694.htm…
Sales Kaizen Permanently Improves Salespeople’s Access to Big New Accounts
…the Six Sigma Way,” and Jill Konrath, author of “Selling to Big Companies,” will hold a webinar titled “How Sales Kaizen Can Permanently Increase Salespeople’s Ability to Gain Access to Big New Accounts.” (PRWEB) http://www.prweb.com/releases/2009/01/prweb1825054.htm…
How to Generate and Sustain a 25% Increase in Sales Opportunities in 90 Days or Less
…and Sustain a 25% Increase in Sales Opportunities in 90 Days or Less” Sales Kaizen Webinar with Brian Carroll Author of “Lead Generation for the Complex Sale” The press release can be read here: http://www.prweb.com/releases/2009/01/prweb1939224.htm…
Four Steps to Improving B2B Sales Performance
…that aligns everyone involved by making them an offer they can’t refuse. It starts on the home page of www.salesperformance.com. Complete the short questionnaire on the home page, and you can log into the site…
Five Things Sales and Marketing Can Learn From Lean Production
…what you’ve seen in your company. Michael Webb July 21, 2009 P.S. If you’d like to know more about this approach, be sure to opt-in to the B2B Sales Performance Improvement Kit, available at www.salesperformance.com….
Lessons from the Lion Tamer: Power, Bearing, and Why Johnny Can’t Sell (Part 1 of 5)
…trick and get a snack instead). How can you apply this to your sales team’s advantage? By knowing what your prospect wants and what they are afraid of. And by conditioning them. Dan Kennedy (www.dankennedy.com),…
What Prevents Sales Forecasts from Being Accurate as They Could Be?
…The means of identifying (VOC), attracting, and qualifying them (lead generation) is well known. (Check out John Fox’s www.marketing-playbook.com, for examples.) Leaving this crucial work up to the ad-hoc best efforts of salespeople is foolish. Successful companies…
Lessons from the Lion Tamer: Power, Bearing, and Why Johnny Can’t Sell (Part 1 of 5)
…trick and get a snack instead). How can you apply this to your sales team’s advantage? By knowing what your prospect wants and what they are afraid of. And by conditioning them. Dan Kennedy (www.dankennedy.com),…
