The good news is that, as a firm, we’ve had a very busy Q1. With budgets in place, almost every customer we’ve worked with in the first quarter held either business or sales planning sessions to think through and create detailed tactical plans. In some cases, these plans focused on Q1, while the majority of them typically detailed just the first half of the year. Only in a few companies, did we bother to define the second half of the year except to note the general financial plan assumptions that led up to the 2010 budget.
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Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, improved sales management
The issue of “power” was front and center with me all this weekend. With two violent winter storms converging, the coast of NH was slammed with hurricane level, sheering winds and three days of flooding rain. All of which resulted in the loss of power at the house from Thursday through Saturday.
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Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, improved sales management
This column this month is a continuation of the thought process from January’s “Hawks & Doves” discussion that drew a large number of comments. Hopefully, this will do the same since it is meant to be of a “Sales Tips” piece.
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Tags: sales, sales management, sales management effectiveness, selling, selling skills, strategic planning
Coyotes & Other Critters
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Tags: sales, sales management, sales management effectiveness, selling, selling skills, strategic planning
With a solid January put to bed, everyone seems to be taking a deep breath, sitting back and taking a concentrated assessment of just how they’re going to accomplish their 2010 objectives now that the 1st month dust has settled. The board has now approved the annual business plans, departmental budgets have been confirmed, sales meeting kickoffs are behind us, and it now comes down to the hard work of day-to-day departmental management and Blocking & Tackling week-by-week through the year. Right?
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Tags: sales, sales management, sales management effectiveness, selling, selling skills, strategic planning
Very early yesterday morning, I drove to the picture-perfect New England town of Newport, New Hampshire. Since I had an early morning planning session with a key customer, I wanted to arrive early so that I could go over my notes, plus I wanted to talk to my favorite economist and her reaction to the Wednesday night Obama speech.
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Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, sales effectiveness, marketing effectiveness, marketing productivity, marketing management
In addition to the work we do with our customers, I’m a professor at Tufts, where I teach Sales & Marketing within the Tufts entrepreneurship program. Great students, great faculty, hard work and very rewarding in the fact that it tests my skills, energy and the small amount of intellect that I sometimes think I have. Nothing is more real than addressing 20 students at 8:30 for three hours every week for 13 weeks.
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Tags: sales, sales management, sales management effectiveness, selling, selling skills
