Category Archives: Sales

Your Brand Is Not Your Business Card: Empower a Winning Sales Culture

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

Posted in: Leadership, Sales, Sales Leaders, Sales Leadership, Success | Tags: , , , | Comments Off

Why Love (Not Money) Makes Great Leaders: Insight from Dr. Herb Greenberg

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

Posted in: Great Leaders, Leadership, Sales, Sales Hiring and Recruiting, Sales Leaders, Sales Leadership, Success | Tags: , , , , , , , , , , | Comments Off

Sales Leaders, Ditch Your Outdated Ideas about Hiring

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

Posted in: Great Leaders, Sales, Sales Leaders, Sales Leadership, Sales Management | Tags: , , , , , , , | Comments Off

New Sales Conversations Helped Us Regain Our Competitive Edge

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

Posted in: Sales, Sales Coaching | Tags: , , , , , , | Comments Off

Sales Leadership Advice for Aligning Marketing & Sales

I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders, which will appear in my next book. This is an excerpt from my interview with Mark Burton, former VP of sales at MySQL (acquired by Sun Microsystems), where he&… Continue reading

Posted in: Great Leaders, Sales, Sales 2.0, Sales Leaders, Sales Leadership | Tags: , , , , , | Comments Off

Predictions and Priorities for Social Business in 2012 – Part I

My pet peeve about the annual predictions ritual is that they lack context for action. It’s nice to know that tablets and big data are important — but what should you do about it?
So here’s my attempt at not only forecasting but also to pro… Continue reading

Posted in: Sales | Tags: , , , , | Comments Off

3 Sales Management Challenges & How to Solve Them with Science

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

Posted in: Sales, Sales Management | Tags: , , , | Comments Off

What True Sales & Marketing Alignment Looks Like (Part I)

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 Wieglar

Will Wiegler is Vice President of Marketing at BigMachines. Follow BigMachines on Twitter @BigMachines

sales-amp-marketing-20-conference-oct

Continue reading

Posted in: Sales | Tags: , | Comments Off

Where Do Great Front-Line Sales Managers Come From?

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

Posted in: Sales, Sales Management | Tags: , , , , , | Comments Off

How We Use ‘The Pitch’ to Achieve Sales Success

I recently read a blog post by Gerhard Gschwandtner which posed the question: “Is ‘the pitch’ dead?” Ya know, the good old-fashioned elevator sales pitch — is it still relevant? 
It got me thinking about when I first came … Continue reading

Posted in: Sales, Sales Management | Tags: , , | Comments Off