- January 2015
- December 2014
- November 2014
- October 2014
- September 2014
- August 2014
- July 2014
- June 2014
- May 2014
- April 2014
- March 2014
- February 2014
- January 2014
- December 2013
- November 2013
- February 2013
- December 2012
- November 2012
- October 2012
- September 2012
- August 2012
- May 2012
- April 2012
- March 2012
- February 2012
- January 2012
- December 2011
- November 2011
- October 2011
- September 2011
- August 2011
- July 2011
Popular Tagscompensation conversation economy customer relationships customers customer value Gerhard Gschwandtner Great Leaders hiring innovation leaders Leadership marketing motivation revenue Sales Sales & Marketing 2.0 Conference Sales 2.0 Sales 2.0 Conference sales and marketing sales and marketing alignment Sales Coaching sales hires Sales Leaders Sales Leadership sales leads Sales Management sales manager sales managers salespeople Sales Readiness Group sales rep sales reps sales results sales success sales team sales training social business social media social selling Steve Crepeau True Sales Results Uncategorized video VPs of Sales Xerox
AboutThe Selling Power Sales Leadership Blog showcases insights, ideas, advice about issues related to B2B sales and marketing. Posts are written by top-level sales and marketing leaders across all industries. The blog is run by the editors of Selling Power magazine and SellingPower.com. If you're interested in contributing, email email@example.com for details.
Category Archives: Sales
By Kevin Warren, president of strategic growth initiatives at Xerox. Meet him on March 10 at the Sales 2.0 Conference in Philadelphia, where he will share more insight about sales-leadership success and personal brands. Jay-Z is one of my favorite performers, and he knows … Continue reading
According to Dr. Herb Greenberg, founder of Caliper Corporation, great leaders are not motivated by money. This is just one of the conclusions Dr. Greenberg drew from his extensive research on the qualities and characteristics that make great leaders, which … Continue reading
A lot of sales leaders let old myths about hiring get in the way of finding superstar candidates.
The myths I’m talking about are based on the idea that certain characteristics or qualities can magically help you identify your next top performer … Continue reading
Often it’s difficult to realize and accept that changing your business approach could be beneficial or necessary – especially if your company is well-established and an industry leader.
Thanks to changing healthcare regulations and growing … Continue reading
Are great salespeople born, or made? With today’s advanced scientific sales analytics and measurement tools, sales managers can actually find out.
First, behavioral assessments give sales managers insight into a salesperson’s nature and psy… Continue reading
For many sales and marketing leaders, there is still work to be done when it comes to improving the relationship between their teams. Recently, my company, BigMachines, released a 2011 Benchmark Survey on the state of the sales industry, featuring responses from 100 sales executives. The aim of the survey was to uncover the biggest pain points affecting their jobs today. The top result? Two-thirds of respondents said that the biggest pain point is the disconnect between sales and marketing.
This is troubling to hear because when the lines of communication are broken, opportunities might be missed, errors can occur, and deals can even be lost. I’m fortunate to work for a company that takes the relationship between marketing and sales seriously and highly values collaboration. Here’s a portrait of how sales and marketing work for us:
My marketing team is an integral part of the sales process. We work closely with both inside and outside sales teams to provide the right messages to prospects and customers at the right times. We also provide them with an ongoing stream of sales leads and help them prioritize those leads based on demographics and interest levels.
Sales knows that marketing is here to help them meet their sales targets. We provide the intelligence and expertise to help them win. Our job is to build the supporting infrastructure to deliver selling messages via the most effective channels, and then monitor the results.
Our goals are aligned and we work (and play) as a team. Month after month, members of our sales team nominate members of my marketing team for “Star of the Month” awards. Sales thinks we rock (and we do)!
Have you implemented strategies within your organization that help sales and marketing work better together?
Will Wiegler is Vice President of Marketing at BigMachines. Follow BigMachines on Twitter @BigMachines.
Managing a sales team is one of the most important positions in a company. Great sales managers have a profound impact on the productivity of their sales teams and produce better sales results. Managing a sales team is also one of the most challenging … Continue reading