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- Bad Marketing Follows Bad Sales
- If you missed Geoffrey James' (aka "Sales Machine") lambasting of marketing folks in his recent entries "Let's Fix Marketing for Good" and "Marketing Vs. Sales," do yourself a favor and give them both a read. His criticisms are representative of many sales folks' frustrations with their marketing departments.There's no...
- Blog posts 2007-07-16
Additional Resources
- Countering Misconceptions about Sales
- After reading some of the comments on this blog from non-sales folk, I’m convinced that there are a fair number of businesspeople who neither like nor respect sales pros â€" especially the ones working in their own company. That attitude can be a major impediment to getting things done,...
- Blog posts 2007-05-30
- Sales Tips for a Downturn | BTalk Australia
- (14min 40) Sales coach David Penglase says economic hard-times will showcase great sales people and expose the ordinary. On today's BTalk Australia he gives Phil Dobbie five points to consider when selling in an economic downturn. And being the salesman he is there's a couple of bonus tips for good...
- Blog posts 2009-02-02
- Should He Lie About Sales Experience?
- A reader writes: I like nothing more than strategy, messaging, and marketing. In this capacity I have done some great things over the years -- including some big-ticket sales along the way. Problem is, none of it took place as a quota-carrying member of...
- Blog posts 2008-07-14
- Are Sales Managers Truly Necessary?
- Are Sales Managers Truly Necessary?RE: Are Sales Managers Truly Necessary?QUOTE: keeping the BS off the troops so they can worry about doing their jobs.Oh, man, ain't that the truth!RE: Are Sales Managers Truly Necessary?I agree with the comment as far as it goes. However, it is a rare (and...
- Discussion threads 2008-10-06
- Sales Machine Wins Journalism Award
- The Sales Machine blog was just honored with a "Best In Business" BIB award by the Society of American Business Editors and Writers SABEW. Sales Machine won the "Online Blog Large" category, intended for sites that have more than 2.5 million unique visitors per month. ...
- Blog posts 2009-03-18
- Should Direct Sales Be Outsourced?
- Here's a company that wants to manage your firm's entire sales function, but not as channel sales. Presumably the sales folk they'd hire would be selling only your firm's offerings. That sounded a bit nuts to me, at first, but maybe there's something in the idea that makes...
- Blog posts 2008-09-03
- Using Content To Create Connections Among People: Keeping The Sales Force Up To Date
- Sales forces face a perennial problem - how to keep sales folk up to date with relevant know-how without burdening them with tasks such as searching through complicated database systems. This white paper describes a potential approach to this sort of problem, and then discusses how the approach might work...
- White papers 2005-03-21
- 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
- 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
- Can a Test Reveal Sales Talent?
- Can a Test Reveal Sales Talent?Sales TestsThe post is amazing because it colors the good and bad of testing. I will be upfront - assessments are my business, so I'm a bit biased toward their use. (Caliper is a competitor of ours but agree with everything Mr. Sweeney said.)...
- Discussion threads 2008-06-19
- Product Marketing = Lost Sales.
- Product Marketing = Lost Sales.Great seriesGeoffrey,Your recent posts on the myth of "solutions" and the fact that companies want a "sales rep" to manage a business function for them not sell them a product are right on target. I am a veteran of twenty years of selling hardware, software, and...
- Discussion threads 2007-11-05
- Why Sales Pros Hate Instant Messaging
- The results of my highly unscientific poll suggest that, while sales pros have love email and cellular phones, they hate Instant Messaging, at least when it comes to selling. IM got ranked on the bottom, or near the bottom, by nearly every person who commented. Why...
- Blog posts 2008-01-10
- Top 5 Insane Internal Sales Videos
- It’s Friday afternoon, so I'm posting five marketing-made music videos that feature mostly "internal" talent (i.e. sales and marketing folk) doing things that make you wonder: "what were they smokin'?" This type of video typically gets played at sales meetings and customer events. However, in the YouTube...
- Blog posts 2009-05-01
- Does Your PR Group Help Make Sales?
- If you think of "public relations" as the way that customers perceive a company, there's no question that good PR can grease the wheels. But if you think about "public relations" as the group of people inside the company who are chartered to create that image with the public, I'm...
- Blog posts 2009-03-04
- Does Your PR Group Help Make Sales?
- If you think of "public relations" as the way that customers perceive a company, there's no question that good PR can grease the wheels. But if you think about "public relations" as the group of people inside the company who are chartered to create that image with the public, I'm...
- Blog posts 2009-03-04
- US singer brings hip-hop cool to Japanese folk songs
- TOKYO AFP — With a do-rag, some bling and hip-hop moves, a young American singer is spreading a craze in Japan for the country's traditional folk songs which until recently had been considered a dying art. Jerome White Junior, better known in Japan as "Jero," has smashed through the...
- Research articles 2008-03-10
- Marketing versus Sales
- Well, well... I appear to have proverbially speaking stirred up a hornets nest by pointing out that Marketing has been wearing the Emperors new clothes. I guess Ill have to defend my position.First, though, I have to say something about Xerox, whose strategy a couple of comments defended. Consider:...
- Blog posts 2007-05-10
- The 2008 Gods of Sales!
- Six months ago, I instituted a search for the top sales professionals in the world. I wanted to find the absolute best of the best when it comes to selling. My criteria was simple. I wanted real sales reps, rather than management types....
- Blog posts 2008-11-29
- Sales Trainers I've Known & Loved
- I mean "loved" in a platonic "really love your ideas" way, of course... Anyway, last week, in the post "How Technology Killed Marketing," a reader accused me of lying in my bio. He originally emailed the accusation to me, evidently under the misapprehension...
- Blog posts 2008-12-15
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