End of one sales month, and the beginning of another. Just a turn of the page in the digital sales book, but a wakeup to the fact that the quarter is one third over and rapidly racing towards the end of June. I actually love the 2nd quarter since it still retains all of the excitement and energy of the new year kickoff...way back in January... plus we now have four months of real customer experience under our belts. Better to update sales plans and tweak selling tactics for the balance of the year.
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Tags: sales productivity, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, Sales quota, sales training, management, business tools, business planning, business coaching, sales optimication
Sales forecasting is always a tough requirement. After all, you’re forecasting the future, and, almost by definition, it’s going to be wrong. It’s merely a question of the degree of wrongness, which becomes the much vaulted new metric of “forecast accuracy”. When you’re in sales, it’s part of the badge, and anyone who complains that “it’s tough to forecast the future” should start looking for a job on the shipping dock.
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Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, sales tools, improved sales management, sales management training, sales optomization, closing sales, Sales quota, sales training, sales optimication, economic stimulus
Bumped into Chris Sheehan, one of the two Managing Directors at Common Angels, the other day, and we quickly got into a discussion about inside sales, and did I know of a good manager for one of his portfolio companies. Off the top of my head, no one came to mind, (Qualified Lead Opportunity to anyone reading this to ping me), but then I hesitated since I'm not sure that the terms "inside sales/outside sales" apply any longer, and when they do apply, they exist with very different meanings today from the context in which they historically (three to five years ago) had been used.
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Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, sales optomization, closing sales, marketing effectiveness, marketing productivity
Boston is just a terrific city. Small, easy to walk around, and one of the greatest sports towns in America. The Patriots are either the Super Bowl Champs...or not; the Celtics are always the leaders and the Sox, well, that's another story given this year's opening season.
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Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, marketing effectiveness, marketing productivity, sales training, management, leadership, marketing management
As a Professor of Marketing at Tufts, (and just maybe someone who think that he knows something about sales effectiveness and optimization),I've felt like the Cobbler's Kid for about a year now.
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Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, marketing effectiveness, marketing productivity, Sales quota, sales training, business planning, marketing management
No, it's not hunting season in Vermont. That's in the fall last I looked, and I'm pretty sure about that since it's one of the few times of year that I don't venture too far into the woods. Largely because there are 21,000 guys out there every day stumbling around in clothes fashioned on the theme of "Mr. Deliverance goes to Wal-Mart" all with guns and live ammunition. Scares me just to think about it.
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Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, sales management training, sales optomization, Sales quota, sales training, sales optimication, The Competitive Edge
Not yet a good day for walking on the beach, but there's less snow today than there was last week, so there's a bit of hope around the corner that this winter is finally coming an end.
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Tags: sales tools, business tools, business planning, business coaching
In addition to "my day job", I've had the privilege of teaching marketing as a lecturer at MIT and a professor at Tufts for a number of years. Each semester I get to hone my skills, think about new ideas and imagine what the brave new world of marketing tactics will become. A very exciting time to be in marketing but not for the faint of heart since marketing today needs to be looked as a series of short timed experiments given all of the superb, and not so superb, tactical choices that are available.
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Tags: sales tools, business tools, business planning, business coaching
Often times bringing one’s manager into a sales situation late in the funnel process produces positives results. A different perspective. A new set of eyes…and ears.
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Tags: sales productivity, Sales Optimization, sales management, sales effectiveness, selling, improved sales management, selling skills, closing sales, Sales quota, sales training, small business management
Back at it today after a four day break. Hopefully you had time to decompress, grab a bit of sleep and just relax. With just 22 days left in the selling season, the pressure is on, so it’s time to shake things up a bit.
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Tags: sales productivity, Sales Optimization, sales, sales management, sales effectiveness, selling
