There is a huge shift occuring in the wold of buying and selling. Your customers and prospects have been practising ‘connected buying’ for years now. But too many salespeople, at too many companies, are failing to use the same strategies and resources that buyers have become experts in. That’s a...
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It’s never been more critical for sales and marketing departments to work together as one, revenue-generating team. The new empowered, informed buyer has changed marketing and selling forever. And today’s funnel-management technologies now make it possible to track activities and see what really...
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The sales forecast is probably the single most important indicator of business performance.
A good forecast lets you anticipate changes in revenue flow; helps keep costs in line with income; and, most importantly, highlights the things that demand action: everything from new opportunities to...
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Hans Notenboom, Global Director of B2B Online for Royal Philips Electronics, knows that when it comes to selling, pull is better then push. To that effect, he created online communities for his target audience and within six months his team was managing a group of over 15,000 members. I spoke to...
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Let’s face it, not many people lament the death of the rolodex. For most of us in sales today, it’s a quaint anachronism best left for a set dressing on Mad Men. Chances are, if you’re reading this, you’ve already moved to some digital alternative – in all likelihood some version of CRM. So, job...
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