Expensive Taste: Sales Slacker or Sales Superstar?

Close your eyes and picture a salesperson. They’re wearing an obscenely expensive suit, a Rolex, and — as they go to shake your hand — stuff their BMW key fob into their designer purse or bag. Now, make a snap judgment: does that person’s expensive taste signal that they’re a sales slacker or a sales superstar to you? Last year, I had two conversations with two different sales executives that yielded conflicting opinions. One VP of Sales told me that during an interview with a sales candidate, he always looks at what that person is wearing and carrying. If they’re…

What Should the Outbound Manager Share with the CEO?

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly. Sample Weekly and Quarterly Report to the CEO and Executive Team Your executive team needs to be made aware of your program’s progress. Why? Because they are funding it, and they need to make sure that you and your team are committed to the initiative and that it is successful. The report also will…

Blogging for Your Target Audience Personas

This is a part of a series that was created to help you get the practice of corporate blogging built into your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. The following several posts make up a quick start guide for the employee blogger. While writing your posts, you should always have your company’s target persona in mind. Writing to a persona will help you stay focused on the purpose of the initiative. It is important to speak to the person (i.e., potential buyer…

How to Create Your Own Online Brand

The last time you were on Facebook uploading pictures from your most recent trip to Paris or commenting on your friends’ status updates, did you consider how those actions might be influencing your personal brand? Think about it: if someone posts a picture of you shoveling pie into your mouth at Grandma’s house, you probably untag it immediately. In its place, you might post a profile picture of yourself on the beach last summer looking toned and tan. Some may call that vanity, but it’s really brand management at its finest. From a professional perspective, let’s say you’re taking off…

How the Manager Can Optimize your Outbound Effort

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. You should have daily conversations with your reps, along with scheduled private retrospective meetings once a week. During the meetings, each rep should reflect upon recent…

Converting Your Leads Into Qualified Opportunities

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. The ultimate goal of your outbound prospecting team is for them to convert leads into qualified opportunities to build the sales team’s pipeline. So what is…

What are the Employee Bloggers Responsible for?

This is a part of a series that was created to help you get the practice of corporate blogging built into your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. The following several posts make up a quick start guide for the employee bloggers. Before you publish your first blog post, it’s important that you check off the items on the following list. It’s the blogging administrator’s responsibility to: Make sure you are comfortable with the blogging initiative Make sure you are committed to…