Articles in category: Sales Leadership
For the last two years, InsideView has set a precedent by assembling an authoritative list that recognizes the contributions and achievements of the brightest minds in the sales industry.
The Annual Top 25 Sales Influencers list was announced today. The recipients will to be recognized at a ceremony November 18, 2013 at Dreamforce.(Read Full Article)
Professional selling has never been more challenging. A confluence of factors has created a sales environment that is faster paced and more complex than at any time in history. As a result, sales organizations and sales professionals need to be adaptive and agile – they need to effectively respond to buyers with unbounded access to information.
What Does Research Tell Us About Optimizing Sales Results?
Aberdeen Group studies over 300 global sales organizations on an annual basis to determine characteristics of “Best-In-Class” performers, who are defined by:
- Top 20% in quota attainment
- Top 20% in year-over-year revenue growth
- Top 20% in ...
One of the business world’s oldest traditions, the practice of paying commissions to sales teams, is under scrutiny. Is commission the best motivator?(Read Full Article)
To better understand these sales management styles, Steve W. Martin of USC Marshall School of Business asked more than 60 top vice presidents of sales from leading high technology and business services companies to estimate what percentage of their time they used a particular management style, and then to rank the applicability of the style to the success in their role on a scale of 1 (least important) to 5 (most important).(Read Full Article)
Despite all the attention around digital marketing and its ability to connect with customers in new and meaningful ways, people selling to people is still the primary way in which business-to-business (B2B) technology purchases are made, according to a recent survey by Gartner, Inc.
Gartner conducted a primary research study across 503 organizations in North America, Europe and China to understand how the marketing activities of IT providers influence organizations' decisions to select certain technologies and services, as well as the providers that supply them. The survey found that 56 percent of respondents considered direct interaction with the provider of ...(Read Full Article)
If salespeople wait until it’s time to close the deal to put their negotiating skills to work, they may fall far short of their goals and their chances of building a long-term client relationship will quickly fade away.(Read Full Article)
The following post is in response to the Harvard Business Review Article: Ten Reasons Salespeople Lose Deals.(Read Full Article)
Mentions: Harvard Business Review
In this video with Selling Power, sales leader Dave Stein advises companies to switch from instinctual mode to strategic mode when it comes to investing in their sales force.(Read Full Article)
Mentions: Dave Stein
Many brands go out of their way to minimize contact between employees and customers. The great customer service brands do the opposite. They know that your experience is based on how employees make you feel and it all starts with a warm welcome.(Read Full Article)
When it comes to sales coaching, there is no silver bullet. But intense focus and alignment coupled with the right kinds of conversations with representatives can make a dramatic difference in the output of your sales organization.(Read Full Article)
You've done everything right. You know what you're selling--and why your customer should buy it--but you just can't close the sale. Perhaps the missing ingredient is why a customer should buy...now.(Read Full Article)
At the end of the day, sales rep adoption is the lowest common-denominator. In the case of training and technology, even if there is perceived value to the rep, it needs to be easy to ‘consume’. Reinforcing sales training and changes in sales processes is hard to sustain, particularly when it’s a moving target.(Read Full Article)
What should you look for in a VP of Sales? How should a VP of Sales budget his/her time? What can a VP of Sales do to ensure sales and marketing alignment? We recently caught up with Jason Lemkin, co-founder and CEO of EchoSign, about pressing issues for VPs of Sales at growing companies and to uncover why the VP of Sales and VP of Marketing need to be the Mom and Dad of revenue.(Read Full Article)
Sales leadership is much like spinning plates. The key is to keep them all spinning and not let any fall.(Read Full Article)
Imagine a sales leader who's looking over data from exit interviews with salespeople who've left his company in the last year. Among the departing reps, 32% left primarily because of their relationship with their first line manager, 27% left primarily because of inadequate pay, and 21% left primarily because of the lack of promotion opportunities
The question: What should the sales leader do to fix this problem?
Is it time to upgrade the first line managers, enhance pay, revisit promotion opportunities--or some combination of the three?
There's more to the story than meets the eye here. Let ...(Read Full Article)
Distrust often marks the relationship between sales and marketing, but numerous points of cooperation do exist, specialists in each field say.
Kotler, international marketing professor at the Kellogg School of Management at Northwestern University, says that while marketing originally existed to provide sales with collateral material and awareness-raising ads, an imbalance arose as CMOs increasingly took their seats at the C-suite table.
“Before, marketing was seen as a service function, and no one thought it should be participating in company strategy,” Kotler said. As a result of that change, he said, CMOs are now taking more direct control of the ...(Read Full Article)
The old sales guy can sell snow to an Eskimo in January. So he’s extremely valuable to your company. That’s because he’s got significant experience. He knows everyone in the industry and everyone knows him. He’s more familiar with your products than you are. He’s a mentor to your younger sales people. He produces.
But there’s a problem: the guy doesn’t want any part of your technology. Over the years you’ve invested heavily in customer relationship management software, databases, the latest computers, the coolest devices and a network that can be accessed ...(Read Full Article)
New research involving over 1,500 companies across multiple industries found that the accuracy of sales forecasting fell to a near all-time low of 46.5 percent.
And since the forecast, defined in the study as near term (30, 60 and 90 days), is an output of the sales pipeline, one could conclude that half (or more) of the pipeline is “junk.”
With the widespread adoption and utilization of CRM (84 percent of the firms surveyed confirmed their use of CRM), marketing automation and analytical forecasting tools, the question is how can this be? Why is the sales pipeline filled ...(Read Full Article)
Mentions: Aberdeen Group
The best way to deliver value starts with bringing the marketing and sales organizations closer together in the planning process, starting with customer insight.
Marketers with a firm grasp of the issues, influencers, and decision-makers for each customer segment are positioned to help develop strategies and content that enable their counterparts in sales to communicate and deliver the unique value the company can provide to its customers.
The marketing team needs to enlist and enable the sales team to gain and provide insight. This can be done through roundtables with sales (in person or virtual), participation in account team meetings ...(Read Full Article)