Few people understand the true function of sales lead management. Sales lead management is many things to many people and departments, but for most of them it is a tool, a process, and a sales activity function. However, not all of these people know it is revenue management. Do it well and reap triple the ...
I will be the first one to say that social selling can be an overused expression. It is unfortunate that many see social selling as something unique or distinctly different than traditional or historical sales methods. In one particular instance, it is describing what is fundamentally something we have been doing all along – seeking ...
I’ve recently become aware that there is an insidious virus running rampant through businesses. Perhaps even your company is infected with it. Read the following scenario and see if it sounds like your place of business. It’s Monday morning and you’re having your regular “get the week off to a good start” sales meeting. You and your ...
A Japanese CEO of a manufacturing company was once asked how far into the future the company’s sales strategy was planned. His answer was, “Five hundred years.” While planning a strategy that will guide a company for the next five hundred years is a little long for most CEOs, it does point to an important ...
Let’s face it: the ability to target and sell directly to decision-makers is basically the Holy Grail. We build email strategies for it, wade knee-deep into profoundly uninteresting LinkedIn groups for it, and buy list after list hoping that the info we get is current enough to at least get the scent of who and ...
Editor’s Note: Today we post Chapter 7 of a 10-chapter book, authored by our CSO, John Golden and Matt McDarby, President of United Sales Resources. In the previous chapter, we proposed the idea of measuring social selling activities and outcomes. If you’re still reading this book, then perhaps you agree there is value in measuring ...
In today’s mega-technological super-convenience society, we’ve all but lost sight of one particular fact: Life is a risk. We’ve built walls, dams, and roofs to keep it out. We’ve armed ourselves with the latest inoculations to keep risk from making us sick. We’ve mounted the latest weaponry to safeguard us from our enemies. We’ve insured ...
What is Key Account Management? Key account management (KAM) defines full relationship between your business and the customers you are selling to. It describes the individual approach of sales people to their customers in order to create long everlasting business relationship. Key account management (KAM) means far more than just selling products to big customers. It ...
The world of sales is complicated and noisy. Customers demand competitors attack, leaders preach and pundits natter. Too many people “splash and spray” too many messages and demands us through too many channels; this relentless and constant bombardment is distracting and often gets in the way of us performing the way the organization expects. Critical ...
It used to be that salespeople, by necessity, had to engage in their own lead generation. They visited potential prospects, made cold calls, attended events, even parties, dinners and golf games, in an effort to obtain leads. All of this was quite in addition to working those leads and closing deals. Today it’s not the same. ...
