So with just 27 more selling days left in the year, and you sitting there today frustrated that you still have not been able to break through to the key decision maker at your prospect, the purpose of this little blog series is to provide you with a tip a day. At this time of year, just leaving more voicemails and sending the same old emails is merely following of The Strategy of Hope. Not a good strategy to follow at anytime and certainly not now.
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Tags: sales productivity, Sales Optimization, sales, sales management, sales effectiveness, selling
With 28 more days in the year to actually close deals, if you’re having trouble getting to Mr/Ms Decision Maker, take a hard look at the messaging that you’ve been using. Think about all of those voicemails, emails, and marketing messages that you’ve been hitting the Decision Maker with, and ask yourself the simple, objective question of … “So What?” If you were sitting in their seat, is the messaging that you’re hearing definitive in terms of the actual value that your product or service is going to provide them when they buy? Or is it just a list of cuter, quicker, smaller, cheaper features.
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Tags: sales productivity, sales, sales management, selling, sales optomization, Sales quota
Just back from an early morning walk on the beach. Love to get out there on the non-snow weekends just after the sun has come up, smell the ocean, figure out what’s changed on the beach from the tides the night before and walk the entire length of the beach picking up the plastic sea trash. Gives me something do, justifies the walk and keeps me green-friendly something I’m not in my day-to-day business life.
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Tags: sales productivity, Sales Optimization, sales, sales management, sales effectiveness, selling
1. 39-Still Plenty of Time
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Tags: sales productivity, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, sales management training, sales training, business tools, business planning, The Competitive Edge, november
1. Take this Weekend
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Tags: sales, sales management, sales management effectiveness, sales effectiveness, sales management training, sales training, business planning, business coaching, sales optimication
This week, almost everyone from school kids laboring over their well worn essays to those of us gathered around both the real and virtual water coolers will be answering the end-of-summer-question, “What did you do on your vacation?” Since I’m just now returning to Boston after spending most of the summer on the beach studying and writing a couple of business plans, my answer is pretty simple: I spent some time searching for The Elusive Red.
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In her 1967 hit, R-E-S-P-E-C-T, Aretha Franklin takes these Otis Redding lyrics to a new dimension as she blasts out “Re, Re, Re, Respect” in the middle of the song on her way to making this tune a landmark in the feminist movement, and what is often considered to be one of the best songs of the R&B era. I love music-any kind, any genre-from Timberlake to Usher to Eminem, to 40’s Glen Miller and Tommy Dorsey, but Aretha’s song has a special place in my tune-filled head, so it’s not unusual when I’m truly relaxed to find that some deeply hidden player in my sub consciousness suddenly just switches on and plays “RESPECT”.
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Tags: sales productivity, Sales Optimization, sales, sales effectiveness, selling, selling skills
Last week I was able to combine visiting one of my most engaging customers, Lake Sunapee Bank in the picture-perfect town of Newport, NH, with talking to my favorite economists, Brenda.
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Just got back from my almost-daily early morning walk up and down the beach. Today looks like another overcast but pleasant day, but duty calls, and I’m off to the Boston office. Last Sunday, there was fog so thick that it was hard to see the ocean since it was just at that tipping point between fog, heavy mist and light rain-all of which made my daily search for sea glass impossible.
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Tags: sales productivity, Sales Optimization, sales, sales effectiveness, selling, selling skills
As everyone knows who reads these posts, in my “spare time”, I teach business planning and marketing as a lecturer at MIT and as a marketing professor at Tufts. I love the work and student involvement, plus it provides an excellent opportunity to integrate concepts into the real world of sales and marketing tactics, both for my students and for our companies at the firm since often they become case studies in the classes.
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Tags: Sales Optimization, sales, sales management, sales effectiveness
