Archive: Management
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Jan 17, 2011
No CommentsBusiness values
Lucy Kellaway from the Financial Times had a great post about sets of values. She contrasted the recently-released values from Goldman-Sachs with those of a retailer in Finland, Stockmann. The Stockmann values are worth a read for anyone interested in business. The company is very clear that their #1 goal is making money – that’s...
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Jun 21, 2010
No CommentsGetting your hands dirty
There is a reason why great leaders lead from the front – they do it to inspire but its also the only way they can truly see for themselves. They have removed the “degrees of separation” and are able to see things unfiltered to make their own true judgement. So what does this mean? It...
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May 23, 2010
No CommentsYou need me on that wall!
I was at a sales meeting recently discussing our plans with a bunch of non-salespeople. These meetings always need to include all the other departments we interact with. The meetings all went well – we shared all the info we needed and came to some good conclusions. Still, one thing kinda rankled me. I realized...
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May 17, 2010
No CommentsWhen is a Problem an Opportunity?
In the course of selling and doing business you will come across many challenges and issues. Some problems you need to solve in order to move forward Some problems you need to be aware of ahead of time to avoid falling into them Some problems present you with viable business opportunties When addressing any problems,...
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Apr 13, 2010
No CommentsThere’s only one way to rock (it’s Continuous Improvement)!
I was reading this excellent post the other day from Todd Youngblood, “Too Many Sales People Are Wimps”, and it really drives home well a concept that is essential for sales and business success: You must be completely committed to Continuous Improvement! So what does this really mean and how is it achieved? 1. 100%...
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Feb 16, 2010
No CommentsCustomer lifecycle
We spend a lot of time working out how we are going to sell a certain product. I’ve seen companies spend weeks working out the proper sales process, training the entire team, and then uploading this all into Salesforce. All this is good – you do need to get those wins. Once you have these...
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Jan 08, 2010
No CommentsCommodity vs. value
How to add value to a customer over time and focus less on closing...
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Jan 06, 2010
No CommentsPassing off from marketing to sales
I saw this blog posting on The Bridge Group’s website about when and how to transfer leads from marketing to sales. The post covered the topic well: how do you deal with “leads” generated by the marketing team and how do you manage the process of getting these leads to the sales team. The song...
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Jan 05, 2010
2 CommentsWe designed it to do that!
sales blog for software about giving your customers what they are looking...
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Jan 01, 2010
No CommentsSales machines
I saw this post about “Building a Sales Machine.” The blog is written for entrepreneurs, and it talked about the basic bones of a sales plan. It all seemed pretty reasonable to me. It got me thinking about the value of writing out a formal sales process and actually following it. You definitely need to...
