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- Editing the Brochure is Wasted Effort.
- Editing the Brochure is Wasted Effort.M2M Sales StrategyBeing a B2B sales company, we have been implementing the strategy of M2M sales for a long time and the strategies written here really hits the hammer to the nail. There is two major steps to the M2M sales, the first step...
- Discussion threads 2007-11-01
Additional Resources
- Is Sales Process Wasted Effort?
- Is Sales Process Wasted Effort?Process is required to win.I agree with Julie and Geoffrey--to an extent. To me its a matter of degree. There is plenty of research that shows that companies having no standardized and institutionalized processes by which their salespeople pursue sales opportunities don't sell as...
- Discussion threads 2007-09-27
- Editing the Brochure is Wasted Effort.
- From a reader: [The] Suspense is killing me. Geoff, PLEASE tell me you will address the alternative to selling a thing/solution soon (ie the proper way to describe the value you are selling.) Is it stories about customer success? Is it positioning a system as a "tool" or "means...
- Blog posts 2007-10-31
- Forecasting Can Be a Waste of Time
- A couple of days ago, in the post "Is Forecasting Really Worth the Effort?" I suggested that the effort expended in building sales forecasts from the bottom-up (i.e. asking reps what they think they will sell) was pretty much a waste of time.  This was an issue that I also...
- Blog posts 2008-09-18
- Should Sales Run the Company?
- This question keeps coming up, so I'm going to answer it. Let's start with the basics: The only reason a for-profit business exists is to make profitable sales. Read that last sentence three times, because there's an entire MBA's worth of business...
- Blog posts 2008-01-21
- Five Team Building Myths
- Successful organizations recognize the importance of high performance teams in avoiding wasted time, wasted effort and wasted money. This does not mean, though, that the people in these organizations are aware of the many team building myths that have gained acceptance over the years. This paper explains five common myths...
- White papers 2009-01-01
- Finding the Value in Wasted Time
- Tonight, I sat in class and listened to my fellow classmates summarize points from a textbook. Let me repeat that. Tonight, I, a 31-year-old graduate student, sat in class and listened to other grad students basically read from a college textbook. (Oh, I also...
- Blog posts 2007-12-03
- Learning to Lead at Toyota
- The Idea in Brief Many companies try to emulate Toyota's vaunted production system TPS, which uses simple real-time experiments to continually improve operations. Yet few organizations garner the hoped-for successes Toyota consistently achieves: unmatched quality,...
- Articles 2007-12-14
- Woods "satisfied" with first round effort at Bridgestone
- AKRON, United States AFP — Tiger Woods pronounced himself "very satisfied" with a first-round 68 at the eight million-dollar World Golf Championships Bridgestone Invitational on Thursday. Woods, who has owned Firestone Country Club with five victories in his past seven appearances, wasted no time making his presence felt, with...
- Research articles 2007-08-02
- PNC Launches Effort to Enlist Mellon Customers.
- Erie Times-News, Pa. Knight Ridder/Tribune Business News Jul. 19--PNC Financial Services Group wasted little time in its effort to woo Mellon Bank customers in the wake of Tuesday's announcement that Mellon Financial Corp. is selling its consumer banking operations to Rhode Island-based Citizens Financial...
- Research articles 2001-07-19
- Is Sales Process Wasted Effort?
- I recently had a conversation with Julie Thomas, the CEO of ValueVision Associates. She pointed out that most companies have sales processes that define the steps in the sale that seems logical to the seller, such as "initiate cold call," "obtain appointment for presentation" and so forth. However,...
- Blog posts 2007-09-27
- Courting Key Influencers May Be Wasted Effort
- Oprah's been hitting the campaign trail with Democratic presidential hopeful Barack Obama and Chuck Norris is stumping for Mike Huckabee in hopes that the celebrity support will sway wavering voters (trust us, this has something to do with business). However, recent research suggests that celebrity endorsement won't help the candidates...
- Blog posts 2007-12-14
- The ethics of organizational interventions
- A successful organizational transformation has several key components, whether it is called job enrichment, organizational development, continuous improvement, or quality. First is empowering employees to do their jobs to the best of their ability. That requires pushing authority, responsibility, and information downwards. Second is empowering employees to change the system....
- White papers 2003-01-01
- Strategy Must Lie At The Heart of Alliances
- Companies go into alliances for many reasons, but the results are often not what they expect. The article sites some examples of alliances that faded away, leaving unfulfilled hopes, frayed relationships and wasted effort. The failures teach one clear lesson: what matters is the strategy behind the deal, not the...
- White papers 2000-10-16
- How Can I Align My Organization?
- In today's business climate, companies must deliver better service to customers, reduce time-to-market, and extract more value out of existing operations to satisfy investors' demands for consistent returns. At the top of the company, executives create clear strategies for meeting those challenges. Down in the organization, however, the story is...
- White papers 2003-12-23
- Shining the Light on Shadow Staff: Understanding and Minimizing Hidden Staff Costs
- Peer into the hallways of any business unit, and it is found that "shadow staff," people performing tasks that duplicate those performed elsewhere in the organization, typically by corporate functions (e.g., HR, finance, IT). No matter the industry, shadow staffs lurk in the corners of most large enterprises. As many...
- White papers 2003-05-06
- Ten Ways to Get Insanely Motivated.
- My previous post "Seven Rules for Keeping Motivated" has turned out to be one the most popular I've ever posted. So I'm going to share a little more of the wisdom of Omar Periu, one of the world's best known motivational speakers. According...
- Blog posts 2008-03-25
- Ten Ways to Get Insanely Motivated.
- Ten Ways to Get Insanely Motivated.Getting motivatedRegarding training yourself to think positive thoughts, Tony Robbins suggests that you ask yourself positive questions each morning. Not "How come I can't make my numbers?" but rather, "Specifically what three things will I do today that will advance my sales campaigns in...
- Discussion threads 2008-03-25
- World's Worst (Fictional) Sales Manager.
- A clever commenter on my recent post about Tony Robbins provided a link to a key scene from the 1992 movie Glengarry Glen Ross as a humorous counter-example to the Robbins video. The clip is worth watching, first because of the hammy acting (cue the thunderstorm, Fred!) and second,...
- Blog posts 2008-03-31
- The Six Rules of Selling for Start-ups
- Selling for a startup presents unique challenges even for highly experienced sales professionals. Because your company is new, your potential customers don't know anything about it and, sad to say, in business unfamiliarity breeds contempt. Not to worry, though. Here are the six...
- Blog posts 2008-04-07
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