The 1849 California Gold Rush, Learning to Sell, and the Voice of the Sales Force
This has been a great summer so far–I hope it has been for you too. Plenty of time in the last two weeks to re-think and re-write, a breather before the busy fall season cranks up. In any business, it takes time (and effort!) to reflect, discuss, and articulate value. Language is everything, because prospects […]
Does Anybody Use Six Sigma in Sales and Marketing?
Here’s an interesting posting from Linked In you might not have seen: Ray Stahl, Director of Business Development at Xiotech Corporation, asked this question: Does anybody use Six Sigma in Sales & Marketing? I am interested to see if Six Sigma, which was very popular based on GE’s Jack Welsh driving billions of dollars to […]
What You’ll Learn on “Planet Google”: Part 2
Hello, Last week I gave you some interesting background around Google’s “Reaction B2B Executive Summit” and why educating their customers is such an important strategy for them.
What You’ll Learn on "Planet Google": Part 2
Hello, Last week I gave you some interesting background around Google’s “Reaction B2B Executive Summit” and why educating their customers is such an important strategy for them. This week I’ll present some of the ways they are doing it and explain why they invited me. Michael J. WebbAugust 12, 2008 —————————————————————————————— What You’ll Learn on […]
What You’ll Learn on “Planet Google”: Part 1
About a month ago a manager at Google invited me to attend the “Reaction B2B Executive Summit,” an invitation-only event to be held July 31 and August 1, 2008, at Google’s headquarters in Mountain View, California. What I learned in that short time on “Planet Google” -and why they invited me there-is eye opening. Google […]
What You’ll Learn on "Planet Google": Part 1
About a month ago a manager at Google invited me to attend the "Reaction B2B Executive Summit," an invitation-only event to be held July 31 and August 1, 2008, at Google’s headquarters in Mountain View, California. What I learned in that short time on "Planet Google" -and why they invited me there-is eye opening. Google […]
The Role of the CEO in the Sales Process
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. In this article, I’ll provide some insight into […]
Lessons from the Lion Tamer (Part 5 of 5): What Happened to Me, Lessons in the Company’s Power vs the Salesperson’s Power
Last week I argued that salespeople have power to improve how a company sells, even in an RFQ environment, provided management has set up its sales process to leverage new thinking and adopt the changes required. This week, I’ll tell you a story about a company I worked for years ago who failed to understand […]
Lessons from the Lion Tamer (Part 5 of 5): What Happened to Me, Lessons in the Company’s Power vs the Salesperson’s Power
Last week I argued that salespeople have power to improve how a company sells, even in an RFQ environment, provided management has set up its sales process to leverage new thinking and adopt the changes required. This week, I’ll tell you a story about a company I worked for years ago who failed to understand […]
Lessons from the Lion Tamer: Power, Bearing, and Why Johnny Can’t Sell (Part 4 of 5)
Last week I showed you a simple example of how a salesperson’s “bearing” helps wield power in an environment where they have territory exclusivity. This week I’ll show you how it can work even in an industry requiring competitive RFQs. Power Exists Even in an RFQ EnvironmentBrand positioning, power, proof of credibility, and bearing play […]
