Sales Kaizen: Permanently Improve Your Company’s Ability to Generate Qualified Leads with Brian Carroll
Title: Permanently Improve Your Company’s Ability to Generate Qualified Leads with Brian Carroll Location: GoToWebinar Description: The fifth webinar in the Sales Kaizen Webinar series explores how to implement a project to improve lead generation Start Time: 03:00 Date: 2009-02-05 End Time: 04:30
Guidebook Launch: How to Design a Sales Process
Title: Guidebook Launch: How to Design a Sales Process Location: GoToWebinar Description: Michael Webb and Robert Ferguson will introduce the basic principles for designing sales processes Start Time: 03:00 Date: 2009-01-29 End Time: 04:00
Getting Traction in the Market – How to Use Kaizen to Make Sales Training Stick
In tough times like these, some executives drastically reduce their training budgets.
Yet when it comes to sales training, smart executives may pause to think about it:
Isn’t this a critical time for the sales force to be on its toes? Maybe doing some sales training makes sense?
OK, Salespeople Can’t Find Enough Prospects. Now What?
The economic sea change we have all been going through makes companies pay attention to their sales process.
One company president I spoke with yesterday said his revenue shrank 25% in December (compared with the same month last year). Companies affected by the financial crisis (like housing, oil, or automotive) are trying to survive. They are worried whether their customers even have enough money to pay for things any longer.
Hopefully, your business can find enough customers to stay alive. Will your marketers find them? Can your salespeople find them? Will they be found fast enough?
OK, Salespeople Can’t Find Enough Prospects. Now What?
The economic sea change we have all been going through makes companies pay attention to their sales process.
One company president I spoke with yesterday said his revenue shrank 25% in December (compared with the same month last year). Companies affected by the financial crisis (like housing, oil, or automotive) are trying to survive. They are worried whether their customers even have enough money to pay for things any longer.
Hopefully, your business can find enough customers to stay alive. Will your marketers find them? Can your salespeople find them? Will they be found fast enough?
When Your Customer Becomes Your Enemy
Problem-solving efforts begin at the definition of the problem. In sales and marketing organizations, this is slippery ground. That’s because in their culture the meanings of words like "problem" and "solution" are generally interchangeable (especially in American companies).
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 […]
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 […]
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 […]
