By: Linda Richardson | July 1st, 2009 | Comments Off
Do you have a sales methodology that your team follows? Let’s step back. What is a sales methodology? Sales best practices? A sales process? Documented steps/procedures in the sale? Sales skills? Tools? All of the above?
A sales methodology is the system a sales organization follows to win business. In one sense (not the best sense), every sales organization and/or salesperson has a sales methodology whether it is the remnants of one that had once been put in place, the norm people follow, or what a particular salesperson has figured out for him or herself. Read the rest of this article »
By: Tony Cole | June 17th, 2009 | Comments Off
I recently had the great honor and privilege of visiting our United States Military Academy at West Point, NY. I was overwhelmed by the courage and passion of those that occupy this post. They are truly remarkable people and I was struck by how much the disciplines they practice relate to selling. Yes, it might be a stretch to tie what happens at West Point to sales and selling, but not much of a stretch. This group of young people consistently demonstrates at an extraordinary level all of those competencies necessary to succeed in selling: courage, desire, commitment, persistence and ethics. They are sales people in fatigues. They spend their day selling others on the connection between athletics and winning on the battlefield. One of the metrics for success: bringing everyone back alive. That is life or death.
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By: Michael Brito | June 3rd, 2009 | Comments Off
Kudos to my colleague and friend Kelly for emailing this article about social media and how it’s doesn’t really drive purchase decisions (press release here). This strongly conflicts with other, credible research I have examined that states the contrary.
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By: Doug Caverly | May 22nd, 2009 | Comment Now »
Just about every company aims to sell things, and just about every company puts some effort into the process. At the same time, businesses can’t go too far - spending $600 million on a marketing campaign that’ll only appeal to people over 106 is no good - so a recent study examined whether digital marketing tends to prove profitable.
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By: Staff Writer | May 8th, 2009 | Comments Off
Rich media ad network VideoEgg is churning out new releases lately. Just days after the launch of their Twig ad units, designed specifically with blogs and social media sites in mind, the company has announced a new ad delivery approach that will be included in all future VideoEgg ad buys. Read the rest of this article »
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