The Unintended Consequences of Asking Salespeople To Try Harder

When “business as usual” is threatened by low sales numbers it is normal for companies to ask their salespeople to try harder. And, generally speaking, salespeople do exactly that. They make more calls, looking for more deals to put into the sales funnel. They conduct more demonstrations. They make more proposals. If the sales process […]

New Guidebook Published for Improving B2B Sales Results in 90 Days or Less Through Kaizen Events

Atlanta, Ga December 14, 2008 – A New Guidebook titled “How to Conduct a Sales Kaizen event to Improve Your 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

Will This Year’s Sales Process Create the Results You Need Next Year?

"The ‘measurements’ weren’t telling anything about reality.
They were telling just the opposite …"

What do you measure in the day-to-day operation of your sales process?

Most companies have only rudimentary measurements (if they measure anything at all). They count initial contacts (e.g., phone dials or cold calls), appointments or demonstrations, proposals, and closes.

Unfortunately, this information is almost useless. …

How a Marketing Kaizen Event Can Make Your B2B Website Rock in 90 Days or Less

Atlanta, Ga, November 30, 2008 – Sales Performance Consultants, Inc., (SPC, Inc.) and Venture Marketing, Inc., are jointly releasing new information on how B2B companies can measurably increase lead quality and deal flow in 90 days or less. Register at www.saleskaizen.com/B2BMarketingDec04.aspx (PRWEB) http://www.prweb.com/releases/2008/11/prweb1681144.htm

Production Control for Sales and Marketing

Years ago I took a job selling manufacturing resource planning (MRP) software to small and medium sized manufacturers. Predecessors to today’s enterprise software, these systems had powerful impacts on businesses that installed them. I got my education in these matters from APICS (the American Production and Inventory Control Society), and ultimately I was even elected […]

Sales Kaizen Events are on the Map

I’ve been doing Sales Kaizen events for several years now (often without calling them by that name). They are an excellent way to focus everyone’s attention on how best to find, win, and keep customers. Salespeople really appreciate them, because they are used to training events where, often, nothing really changes.

SPIF! Benefiting Your Company and Your Customer Simultaneously

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.

Simple and Effective Approach Announced for Improving B2B Sales Processes: saleskaizen.com

Atlanta, Ga, October 31, 2008 – B2B companies are searching for better ways to find more revenue with fewer resources. A corporation in Atlanta will announce a new way of reaching this objective: The Sales Kaizen Event, based on the Japanese philosophy of continuous improvement. Teleseminar to be held Wed November 5, 2008, 3:00 pm Eastern. […]

Election? What Election? Vote to Improve Your Sales Process Instead

  Everybody seems to be holding their breath for the election. That makes tough times for sales and marketing departments.   The economic downturn makes things worse.   That also means there is no better time than right now to step back and fix that broken sales process.

Can Twitter Improve Your Sales Process?

Last week I pointed out that the social networks phenomenon is relevant to sales and marketing and that it has a lot of potential value to business people. This week, let’s consider a relatively new and very interesting social network: www.twitter.com. Twitter communicates short messages, tiny postings (limited to 140 characters). The idea is to […]