In my last blog I opined that teaching prospecting skills to individuals who lack “hunter” DNA is a fool’s errand. That said, for the right audience it’s one of the most valuable things I do as a revenue growth consultant. For example, I find that many otherwise passionate business development professionals are failing to seize upon an emerging technology that can revolutionize their prospecting efficiency and shorten their B2B sales cycles: email tracking.Read More
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
“Big data” is one of the latest techno-trend buzzwords finding its way into popular culture. On the surface, it appears to represent an issue restricted to the province of IT geeks: you have a case of big data when your data set has grown so large that it’s difficult to maintain, manage, or analyze using traditional tools. The reality is, big data is becoming a significant sales effectiveness opportunity, and a corresponding competitive threat for mid-tier and smaller businesses.
The Sales Management Association held its inaugural annual conference last month. The schedule was packed with presentations and interaction among leading practitioners, academics, and service providers from the world of sales management.
As I write this, it’s been a particularly busy week for scandals born of toxic organizational cultures. Rupert Murdoch is frantically orchestrating damage control to minimize additional losses for his media empire, News Corporation. His British tabloid reporters repeatedly hacked into private voicemail in pursuit of stories. Closer to home, my local community is reeling from revelations that scores of educators in the Atlanta Public Schools (APS) altered standardized test scores.
When you’re facing a particularly vexing business issue, such as challenges with sales, there are lots of places you can turn. Friends and colleagues can certainly provide invaluable perspective and counsel. But it’s unlikely they would help you dive deep into the numbers, or give you a fresh take on your biggest competitive threat. So mostly you go it alone.