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- Blame Sales Reps for the Meltdown?!?
- Blame Sales Reps for the Meltdown?!?RE: Blame Sales Reps for the Meltdown?!?I'm a sales professional, although not in the financial services space, I disagree with your position...slightly.1. The CEOs knew that their companies were selling high risk loans. They have huge risk management departments to analyze this. They were greedy...
- Discussion threads 2008-09-20
Additional Resources
- Blame Sales Reps for the Meltdown?!?
- A couple of days ago, I posted about the financial crisis in "Who's to Blame for the Crash of 2008". In that post, I identified three culprits: irresponsible/overpaid CEOs, the republican deregulation ideology, and an overly gullible mainstream business press. Somewhat to my surprise, I received...
- Blog posts 2008-09-19
- Stop Blaming Sales Reps for the Crash!
- Stop Blaming Sales Reps for the Crash!RE: Stop Blaming Sales Reps for the Crash!"...There were plenty of underlings warning top management that bad loans being written and that it didn’t make any business sense... My statement that the sales SHOULD be running the company is thus completely consistent with the...
- Discussion threads 2008-09-24
- Blame the CEOs not the Sales Reps!
- Earlier today, in "Blame CEOs for the Economic Meltdown?!?", I pointed out how it was ridiculous to blame sales professionals for the economic meltdown. That was a reaction to the comments in a previous post "Who's To Blame for the Economic Meltdown?"where I ran a poll to find out who...
- Blog posts 2008-09-19
- Who's to Blame for the Crash of 2008?
- Ugly out there, isn't it? I'm furious. I'm absolutely beside myself at the stupidity of it all. What really burns me is that throughout the financial services industry, they're firing the sales professionals who were selling in good faith, believing that they were actually helping their...
- Blog posts 2008-09-17
- Blame the CEOs not the Sales Reps!
- Blame the CEOs not the Sales Reps!RE: Blame the CEOs not the Sales Reps!Maybe if Angelo Mozilo had spent less time in the tanning bed and more time in managing Countrywide ethically, he wouldn't need to squirm in front of a Congressional panel. Kanjorski deserves an award for pinning...
- Discussion threads 2008-09-23
- Sales is essential, Marketing is not.
- Marketing folk continue to throw brickbats at sales pros. The latest salvo came from BNET's new PR blogger Van Travis, whose post Bad Marketing Follows Bad Sales trots out the traditional complaints. According to Van, many if not most sales pros are: Uncommunicative. They "spend so much time...
- Blog posts 2007-07-19
- Sales is essential, Marketing is not.
- Sales is essential, Marketing is not.High five!!!You hit it right hard on the head!! I love marketing but Sales is the only department that makes a company money!! Our job is tough and fingers start pointing our way when the numbers are down.You are right...I only care about my...
- Discussion threads 2007-07-20
- Who's to Blame for the Crash of 2008?
- Who's to Blame for the Crash of 2008?More culprits to addGreed, and economic cycles.Greed on behalf of mortgage underwriters and, yes, the victims they were writing them for. Both were happy to overlook sound economic principles and mindlessly believe housing prices would continue to escalate up the hockey stick. Economies...
- Discussion threads 2008-09-17
- Sales = Management Scapegoat
- According to some of the comments that have surfaced in this blog recently, sales professionals are: Shortsighted. Only interesting in making a sale. Focused on wining and dining. Unconcerned with long-term relationships. Incapable of seeing a larger strategy. Only interested in their...
- Blog posts 2008-01-28
- Sales = Management Scapegoat
- Sales = Management ScapegoatSales = Management ScapegoatSeveral years ago, my wife was a national sales manager for an international biotechnology company. For 5 consecutive quarters she met her sales quota, 100% growth - in a mature industry. For the sixth quarter, her company raised the quota to 300%...
- Discussion threads 2008-01-29
- Product Marketing = Lost Sales.
- Over the last two weeks, I've been talking about Manager-to-Manager (M2M) sales in B2B environments, and how real decision-makers want you to be responsible for results and consequently have no interest in products, even if repackaged as "solutions." If I'm right about that -- and the research...
- Blog posts 2007-11-02
- Should Sales Run the Company?
- Should Sales Run the Company?Is it thoruoghbreds led by donkeys?Maybe this is an example of a total failure to understand how to both manage and motivate a salesforece.A very old fashioned view is to target the sales team to maximise revenue if you do then its is the management focus...
- Discussion threads 2008-01-22
- The Sales 2.0 Conference Post
- Today I'm trying something different. I’m at the Sales 2.0 conference in Boston and will be providing a "running update" of everything that happens here.  The conference sponsored by one of my publishers SellingPower tends to feature real-life customer stories about how they use technology. I'll be taking notes and...
- Blog posts 2009-05-21
- The Internet Can Make Customers Stupid
- The Internet Can Make Customers StupidRE: The Internet Can Make Customers StupidInternet is the greater mechanism to initiate a prospect follow up sale call.RE: The Internet Can Make Customers StupidIt's not either or.... Wikipedia and Google are remarkable tools for providing certain info fast. For example, I saw a...
- Discussion threads 2008-10-30
- Why Pay For Lousy Marketing?
- Last week's post "Top 10 Reasons Sales Hates Marketing" documented the complaints that I've heard from sales reps about their marketing groups. As I expected, I got some email flak complaining that I wasn't being fair to marketing. Here's a typical comment: All of it, really. The existence of...
- Blog posts 2009-09-24
- The Core of Motivation.
- The technology of selling is, of course, all about communication. The cell phones, blackberries, email, websites and various tools used in the day-to-day work life are communications tools. Similarly, the main point of CRM is communication between sales reps and sales managers about the status of a customer...
- Blog posts 2007-11-13
- Amgen More Dependent on Denosumab Than Ever, But What If FDA Delays Approval?
- Amgen's Q4 results showed, again, how dependent the company is on the FDA coming up with a solid approval for denosumab, its osteoporosis drug. Revenues were down a little bit to $3.6 billion, but expenses ballooned. The revenue yield on its sales dollars collapsed 23 percent from...
- Blog posts 2009-01-27
- The Five Rules for Lead Generation
- On Monday, I asked what subject matter to tackle first as we look at selling during difficult economic times. "Lead generation" emerged as the winner, so here goes: According to scientific research from CSO Insights, sales professionals believe that only 23 percent of...
- Blog posts 2009-03-25
- AstraZeneca Allegedly Recruits Tigger and Eeyore to Sell Seroquel
- Some reps at AstraZeneca -- the ones urging their colleagues to use Tigger and Eeyore to sell the antipsychotic Seroquel -- just don’t learn. Last year, AZ got itself embroiled in a federal investigation after one rep urged his colleagues to regard oncology docs’ offices as “big buckets of money.â€...
- Blog posts 2008-11-06
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