How do the best sales managers motivate their “A” players while getting remarkable improvements out of everyone else? Sales executive, educator, and entrepreneur Jeff Hoffman shares his secrets to transformative sales management in this free webinar.
Sales Management Secrets
When it comes to managing your sales team effectively, you have a tricky balance to maintain. You obviously need to focus on retaining and getting the most out of your all-star “A” players, but you also have to put considerable effort into improving the rest of your team, not to mention making sure your less-than-steller “C’s” don’t bring down your business.
How can you accomplish it all and transform your team into a well-oiled machine? In this free webinar, sales executive and educator Jeff Hoffman shares his secrets to perfecting your sales management.
Looking to focus in on the absolute priorities and ship better products faster? Scrum Inc. consultant Joe Justice shares a story from his work with Team WIKISPEED that serves as the perfect example of what’s possible when you get lean and creative with your product development.
When volunteer-based green automotive company Team WIKISPEED needed to develop a system that would clean and limit tailpipe emissions from its prototype car, founder and CEO Joe Justice didn’t seek out the world’s best engineers to build a revolutionary catalytic converter.
Instead, he turned the product development project loose to anyone who was willing to help the company quickly develop a core product that solved Team WIKISPEED’s most basic challenges.
You may realize that providing excellent software service offerings is often just as important as the software, itself. But if you’re taking the quick and dirty approach you might be setting yourself up for failure. Professional services expert Ken Lownie highlights the five crucial steps to getting your program off the ground successfully.
In my last post, I shared my thinking about the key characteristics of successful service offerings for expansion-stage software and SaaS companies. This time, I want to talk through the essential ingredients of a successful plan for launching new service offerings after they are designed and developed.
Your compensation plan is one of your greatest tools for getting the kinds sales results you want and need to hit your numbers. Here are seven ways to botch it up completely.
If you are building out a new sales team it’s one of the first tough questions you have to address: “What kind of compensation package are we going to put into place?”
There’s no single right answer — every company will discover particular elements that do or don’t work for them. Unfortunately, for far too many companies, however, that discovery process can be long and include a few too many painful hard lessons-learned along the way.
Are you going about your B2B marketing all wrong? CEB’s Karl Schmidt explains why the real driving factors behind B2B buying decisions are far more personal and emotional than you think.
Uncovering the Underutilized Power of Emotion in B2B Marketing
When it comes to making purchasing decisions, we all know our choices aren’t always based on logic and reason. Why do you think they keep making red sports cars with terrible gas mileage and keep putting candy bars near the checkout?
Of course, acting on a last-second impulse purchase is one thing, but what happens when we’re forced to make a decision on a product or solution that could make or break our business? What happens when that involves navigating a complex buying process, requiring us to loop in multiple stakeholders across various departments, or when it takes maybe a year or even longer to finalize the purchase? Surely with everything riding on that kind of decision — not to mention with that amount of time to really think things through — our approach becomes more rational than emotional…
After all, it’s strictly business, right?
Listen up B2B marketers, innovative digital marketer and social media expert Ekaterina Walter has a new challenge for you — either make your marketing actually useful to your customers or prepare to get left in the dust.
In December 2012, Ekaterina Walter was doing what many people do in the days leading up to Christmas — scrambling to find the perfect gifts for her family.
Specifically, Walter, a renowned marketer, speaker, and best-selling author who is widely credited with pioneering Intel’s social media strategy, had no idea what to buy her husband.
“I was starting to freak out about it,” Walter remembers. “I’m not the type to just buy something random. I wanted it to be something he’d really love.”
So, the social media pro turned to a medium she knew was capable of solving her problem — Twitter.
Nailing down the right product/market fit is a journey every company needs to embark on. Hear one success story from the founder of Kareo.
Even if you’ve got what you think is the greatest product or service known to man, if you can’t find the right product market fit, you won’t last long.
Not surprisingly, this need for establishing a business in the right market keeps many founders up at night. If you’re in need of a bedtime story with a happy ending, however, watch the video below to hear Kareo founder and CEO Dan Rodrigues explain how his company found its place in a sometimes-finicky healthcare market.
Building and developing a lead generation program within a B2B company is critical to scale. But for your lead generation team to really deliver revenue-producing results, that team’s calls need to convert. In the video below, ExactTarget Senior Manager of Sales Development Christy Weymouth reveals three factors that can positively (or negatively) impact your company’s cold call conversion ratio.
By nature, lead generation is a high activity, low yield function.
Reps are often reaching out to prospects who haven’t heard of a business, aren’t aware they could benefit from a particular product or service, or have no interest in listening to a sales pitch. And, needless to say, convincing those people to grant you even 15 seconds of their time can be challenging. Typically, most cold calls end with a response that sound something like, “Umm, yeah, not interested.” Click.
To counter that frequent rejection, some lead generation teams opt for the old “spray-and-pray” prospecting technique, throwing things against the wall and hoping something sticks. But, as ExactTarget’s Christy Weymouth explains in the video below, doing that will ultimately get you nowhere. Instead, the solution to your cold call conversion woes is to encourage your reps to be more strategic about every call they make.