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Sales

Ask a Question

yesterday

Jo Bagri and 10 other people answered this question

How do you and/or your company define success?

Success to me is understanding our mistakes and learning from them. I do not measure success by number of clients or employees I have but by the number of clients and employees I lost. Understanding why they left drives me to make changes to our ... more

General Management

Human Resources

yesterday

Jo Bagri asked a question

What is the most effective way to engage with new potential customers?

Small Business Advice

yesterday

Catherine Goldberg announced a roundtable

Lead Nurturing 202: The Next Generation

yesterday

Douglas Karr and 2 other people answered this question at this roundtable

The Status Quo: Defeat Your Biggest Competitor in Marketing and Sales [5/17 @ 1 pm]

For each panelist: If you were to arm your team with one tool to combat the status quo, what would it be?

To be frank, I think this is a terrible question and there's no possible answer. What YOU think will be the best tool for your team may be the WORST for any one of them. I see so many sales teams mired in call quotas, ... more

Status Quo Strategy

yesterday

Dean Sharratt and 6 other people answered this question

What are the most important sales pipeline metrics?

This topic getting a lot of play these days! Also a similar Discussion going on in a LinkedIn Group
http://www.linkedin.com/groups/Other-than-making-quota-what-71732.S.105599589...

yesterday

Karen J. Marchetti and 6 other people answered this question at this roundtable

The Status Quo: Defeat Your Biggest Competitor in Marketing and Sales [5/17 @ 1 pm]

How much of a problem is creating prospect-centric messages when marketers have little time to find what prospects really want?

As a copywriter, I've found it helpful to listen to conversations in the Customer Service and Sales departments. I just ask the manager for an available chair, and sit down and listen. I find myself taking a lot of notes as I listen and think ... more

Status Quo Strategy

yesterday

Robert Koehler asked a question

How do you determine if a sales enablement organization is achieving success?

yesterday

Satish Mehta and 3 other people answered this question at this roundtable

The Status Quo: Defeat Your Biggest Competitor in Marketing and Sales [5/17 @ 1 pm]

Why do you feel most companies/people are stuck in the status quo?

I believe three main ingredients people want at work are - work they have passion for, recognition or access to higher credential people and fun. If any one of them is missing, they perceive themselves to be "stuck in the satus/quo".
Hope this helps. more

Status Quo Strategy

yesterday

Satish Mehta and 10 other people answered this question

Is "blame the sales people" or "poor sales" the real problem or just a "shadow symptom" for the real issue?

Leanne,
You are right in investigating the real issue. I have not read all the comments, I am sure all of them must be offering valuable insights. Instead of writing a long answer, I invite you to click on the link below. I believe if ... more

Sales Management

yesterday

Jerry Hegarty and 1 other person answered this question

How do you deal with "entitlement" in sales compensation plans?

David, I'm going to address this issue from the perspective of events that are out of the scope of control of the sales rep, such as the 'great recession' of 2008. If the intent is to satiate sales reps who are not performing, then I ... more

Sales Management

yesterday

Jerry Hegarty and 5 other people answered this question

Should you compensate sales reps differently for new business vs renewals?

Lori, my quick answer is yes - there are two distinct chains of behaviors, goals & rewards and should be treated as such.
This is becoming a driving issue for companies that offer SaaS solutions. As David mentioned above, each sale type involves a different ... more

Sales Compensation

Sales Management

yesterday

Axel Schultze and 1 other person answered this question

What's your reaction to cold calls?

I never bought anything (business or personal) from a cold call. I would actually never even take a cold call. And as such I don't ask my team to do any cold calls - not any more :)
Yes, referrals are no.1 - 60-80% of ... more

Business Developement

Proactive Selling

yesterday

Belldon Colme and 3 other people answered this question

How would you handle your top salesperson's resignation?

All great answers here so far. Add this one ingredient:
Be supportive, truly supportive, of your exiting employee. As you laid out your question, this is not a bridge you want to burn, right? Get all bitter, and this person will be motivated to take ... more

Human Resources

Sales Management

yesterday

Lori Richardson and 3 other people answered this question

Is a $1,000 "inbound" lead more valuable than a $1,000 "outbound" lead?

Dan, I know you asked for "one or the other" but I have to say, BOTH. I want my inbound team working on finding those ready to buy, and I also want my inside sales reps prospecting similar companies to our existing clients, sharing value-added ... more

Inbound Marketing

Events

Marketing Thought Leaders: A Conversation with Julie Fajgenbaum May 25 @ 11 am PT
The Do’s and Don'ts of Small Business Marketing May 29 @ 11 am PT
Lead Nurturing 202: The Next Generation May 31 @ 11 am PT

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Craig Rosenberg

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