This article was publsihed in full, yesterday on Linkedin pulse, you can find it under "What not to do at Trade Shows".Read More
Sales and Marketing Performance Blog
In 2003 I was working in a Silicon Valley tech startup. Google was just 5 years old, the iPhone was a glint in Steve Jobs’ eye, and Blackberry was the king of the smart-phone market.
I’ll never forget one meeting at the disc drive manufacturer Maxtor; the buyers in the meeting knew nearly as much as we did about our product and they knew more about our competitors product than we did.Read More
Topics: b2b buying process
Topics: sales 2.0
Recently I attended a Sales Hacker forum and one of the questions from the group was “We have a very complex product, it takes 12-18 months for salespeople to become fully productive, how can we reduce the time it takes to get salespeople up to speed.”
The answer to this question takes more than a few minutes and it varies, depending on the complexity of the product and the learning culture of the organization.
But ramping new hires quickly in a SaaS business is key to accelerating business growth.
Part 1 of this two-part blog post examines the causes of the slow sales ramp and explores ways to reduce it.Read More
Topics: sales ramp
The CSO insights 2015 Sales Performance Optimization survey of more than 1000 Chief Sales Officers in companies Worldwide was published last month and the findings are alarming.
Salespeople are struggling to hit their numbers and marketing is not contributing enough value!
This article contains links to resources to answer some of the "How can I improve sales performance?" questions
Article Length: 1960 words
Reading Time: 10 MinutesRead More
Topics: b2b sales and marketing
Remember the old egg in the frying pan image for the big
anti-drugs campaign in the late 80’s, this is your brain, and now this is your brain on drugs?
Your brain on story is the complete opposite, as both hemispheres are engaged, neurons are firing, and listening and retention of information are at peak levels.Read More
Topics: story seekers
Are you familiar with the Paleolithic cave paintings of Lascaux or Chauvet Caves in France? If you are not, please click on this link to the Chauvet Cave Paintings.
If you subscribe to current research, buyers are contacting vendors at somewhere between 60-70% of the way through their buying process. What this research fails to mention is this only applies to mainstream technology that is in established markets and where there is an identified and known set of competitors.
Buyers enter the buying process depending on technology maturity and buyer risk tolerance. I like to use the IMPACT mnemonic to describe buying cycles because I think it more accurately reflects what is actually going on in the buying organization
IMPACT The six phases of the buying process are easy to remember as they will have an enormous IMPACT on your company’s performance:
There are the Early Adopters (EA) who are happy buying innovative solutions. There are the Early Majority (EM) who want to buy the market leader. And there are the Late Majority (LM) who want to buy a commodity at the cheapest price. Here is where the buyer starts to engage in terms of the IMPACT process.
Early adopters will enter the buying process at 10-20% of the way through a buying process and laggards will wait till they are 90% of the way - and all they care about is price or the service discount.
Successful entrepreneurs, marketers and salespeople selling disruptive technology must learn to recognize early adopters, understand how early adopters engage with innovative technology vendors and how they manage a buying process.
This is the subject of a new eBook from authors of “Why Killer Products Don’t Sell”, Ian Gotts and Dominic Rowsell, and Adrian King, entitled “IMPACT - the technology executive’s guide for selling B2B disruptive and innovative solutions”.Read More
2015 is all about revenue growth. Achieve this, and shareholder value will increase. Fail to do so, miss your number, and investors will punish you!
To help companies determine the right strategies to increase sales in the coming year, CSO Insights' 21st Sales Performance Optimization study will focus on four key themes:
- Find More—by optimizing lead generation
- Win More—by closing more forecast deals
- Keep More—by minimizing customer churn
- Grow More—by maximizing customer wallet share
The research report will retail for $795.
Be a part of the research project and get the results early in February at no charge.
Please feel free to forward this to your colleagues whom you think would like to participate and receive the 2015 CSO Insights Sales Performance Optimization Survey in February free of charge.
Click here to take the survey