by chris | Oct 11, 2014 | Sales Process
Sunday I leave for San Francisco and Dreamforce. More than 130,000 people will descend on downtown SF this coming week. Let that number sink into your mind — 130,000 people for one event. It’s not big. It’s overwhelming! (Check out this link if you’re...
by chris | Sep 26, 2013 | Sales Motivation, Sales Process, Sales Prospecting
I recently watched a very capable salesperson get completely flustered because the sales materials he had weren’t in the order he wanted them. He opened the sales meeting beautifully and then began walking the customers through the materials. At that very point...
by chris | Jun 12, 2013 | Sales Leadership, Sales Mindset, Sales Motivation, Sales Process
How effective are the marketing materials you receive? If you’re like the typical salesperson, you get more marketing information than you could ever begin to use. In fact, little of it is actually worth using. It’s time marketing departments wake up and...
by chris | Mar 15, 2013 | Sales Leadership, Sales Motivation, Sales Process
One challenges many CEOs face is to finding a way to balance the role of Sales with the role of Marketing. Some deal with it by having the VP position be one. My contention is all this does is move the argument of who is right and who is wrong down one notch in the...
by chris | Jan 3, 2013 | Sales Process, Sales Prospecting
This argument has been going on for years. Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. Challenge is, “Why does each side believe what they do?”...