Monthly Archives: July 2013
What Is Your Sales Effectiveness with Leads? You Decide.
If you work in sales, they stink, right? Marketing couldn’t find an iron “sales-ready” lead with a magnet. If you work in marketing, sales reps couldn’t convert a good lead if their lives depended on it.
The reality varies by company, but in my experience the truth is usually somewhere in the middle. I want to be clear about that before I go on, because I don’t believe that the challenge with lead gen is just a Sales problem. Get together like big boys and girls, and figure it out.
Richardson Named to 2013 Selling Power Top 20 Sales Training Companies List
Richardson is honored to announce that we have been selected to the 2013 Top 20 Sales Training Companies list published by Selling Power magazine. The list appears in the Summer (July/Aug/Sept) issue of Selling Power, which will be mailed to subscribers in the second week of August.
Sales Transformation – No Guts, No Glory
I read somewhere recently that organizations should consider very carefully whether to undertake a full-blown sales transformation initiative, because of the time, effort and cost involved.
Really? Whatev! (Sorry, I live with teenagers.)
Yes, perhaps if your basic strategy or business model is flawed, your product has serious quality or value-delivery issues, your service delivery destroys customer loyalty, or your costs or pricing/profitability are grossly out of line, you might plug another hole first, while bailing water.
But before long, you need to address revenue, profit and growth. No organization has ever cut their way to the top. Sales remains the lifeblood of organizational success. As the old adage goes, “Nothing happens until someone sells something.” I simply have a hard time imagining a more worthy corporate endeavor than transforming your sales force into a more effective, well-oiled machine.
And I’m not talking about 3 or 5 percent incremental improvements, either.
Aim Low, Hit Low
You’ve probably heard the quote that we use only a small portion of our brain’s potential capability, right? I’d argue that generally-speaking, we’re in the same boat with our sales effectiveness.
Perhaps you’re thinking that so many organizations are already doing extraordinarily well at growing sales year-over-year, that sales transformations aren’t necessary? I do know this is true in some specific cases. Some organizations are doing quite well; have already taken a » Continue Reading.
Team Selling: 8 Questions to Select the Right Players and Screen Out the Deadweight
As solution complexity, buyer expectations and competition intensifies, the more likely your sales people and account managers will require additional firepower to help them win business. However, bringing new players, such as product specialists, sales engineers, technical experts and senior executives into a deal increases complexity, risk and cost. While it is important to work as a team and support your people’s success, consumption of scarce, precious resources requires forethought and accountability.
14 Tactics of Adversarial Negotiators and Countermeasures to Level the Playing Field
Adversarial negotiators deal through manipulation. These buyers use a range of pressure tactics to defeat you and get what they want. Fortunately, adversarial negotiators are easy to spot if you know what to look for, and once you recognize the tactics they quickly lose power.
Below is a list 14 common adversarial negotiation tactics you might encounter in the course of closing a sale along with some brief countermeasures.
Lead nurturing and lead follow up are crucial steps in content marketing – from strategy to process to the overall program.
Organizations are spending significant dollars to develop content with the hopes of building awareness, strengthening thought leadership, and driving leads. Here are some critical do’s and don’ts for becoming more efficient and effective in your lead nurturing and follow-up strategy. And, who knows, you may even better align marketing and sales along the way.
3 Pitfalls that Still Make Sales Teams Waste Time and Lower Sales Effectiveness
The Internet is creating paradigm shifts in many industries and professions. New technologies such as inbound marketing, social media and mobility is changing how buyers find information to solve their business needs. When products and offerings look the same to buyers, I am convinced that how we sell will become an even stronger differentiator. Despite all of the technology and valuable information available online, I would argue that there are still three fundamental pitfalls that lower complex b2b sales effectiveness. Unless you have complete control of these, it will be difficult to rise above your competition, no matter how good your products and services are. The three pitfalls are:
Sales Training Programs: Putting the A back in KSA
“Ability is what you’re capable of doing. Motivation determines what you do. Attitude determines how well you do it.” ~ Lou Holtz
Pressure Creates Diamonds
Corporate Learning and Development (L&D) departments are under pressure to produce results. This is especially true with sales training programs. Training budgets are often one of the first to get cut when times are tough and budgets are scrutinized. While the number of L&D departments that have fully made the transition from training to a performance focus is still less than might be expected, there is certainly a welcome and growing focus on delivering Return on Expectation or ROI, changing behaviors, tying training to business objectives, and positively impacting top-and bottom-line business results.