Devoted readers of my blog and newsletter may have been wondering why I haven’t posted recently. I took a detour from my consulting practice by hiring on full time with a client for fourteen months. I had an opportunity to get into a turnaround business (I'm a sucker for turnarounds) and “eat my own dog food” as a CSO. Here's what I learned.Read More
Tags: sales coaching, sales turnaround, b2b sales leads, sales training, sales tools, sales transformation, b2b marketing, turnaround strategy, sales performance, sales strategy, The New Solution Selling, prospecting
“Delighting the customer” is a popular mantra in firms dealing with the rapid evolution of the sales process. Technology has empowered buyers of all kinds – from B2B to consumer markets – to move themselves through the sales cycle. Taking a self-service approach, buyers discover new products online, research features, read reviews and even compare prices before engaging a sales rep.
If you’re looking for a topic where Sales and Marketing disagree, lead generation is a hot one. Listen in on any conversation between the two departments and you’re likely to hear something like this:
“Marketing is so expensive, and it doesn’t get us new business. We’re not Coca-Cola, you know…besides, everyone in the industry knows us already. I’d rather spend the money retaining strong salespeople.”