In Sales, Hire for Personality, then Train for Skill

March 4, 2013

Of course we all have our wish-list of  requirements for prospective additions to our sales teams, but this article explores the benefits of hiring a more malleable candidate. I hope you find this article useful! — Kathy Dean, CEO, TeneoTalent, Inc. by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer When it comes to hiring sales talent, [...]

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Sales and Marketing Management: Lead Hand Off Process

February 11, 2013

By Townsend Wardlaw The talented folks at Kuno Creative recently published an excellent article: Creating Lead Hand-Off Plans for Better Marketing and Sales Alignment. This article highlighted the importance of alignment of marketing and sales to the success of lead generation programs. It focused on the interface between the two departments, specifically what happens when [...]

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Proposals Don’t Sell

January 21, 2013

Here’s the principle that you must never forget: proposals don’t sell, people sell. Proposals don’t do the work. They only help people succeed.  Never do in a proposal what you can do in person.  It doesn’t make sense to go through an extensive process of interviewing prospects and then relegate all our findings to a [...]

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The (New) Skills You Need to Succeed in Sales

December 6, 2012

by Lynette Ryals and Javier Marcos The practice of business-to-business selling is in a curious state. On the one hand, commentators and academics are repeatedly telling us that transactional selling is outmoded and that relational selling is the ‘new normal.’ On the other hand, most businesses are operating with traditional models of salesperson recruitment and [...]

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The Aha! Moment

November 1, 2012

By Townsend Wardlaw Working with clients on sales effectiveness we tend to spend a lot of time talking about exactly how things should be done: How to pursue prospects; How to perform discovery; and How to dig for real needs before trying to sell them something. I refer to these process details as ‘mechanics.’ To [...]

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3 Rights are the Formula for Sales Success

September 6, 2012

Seeing the R ight people with the R ight frequency and in the R ight numbers is vital in any sales cycle. The key to finding time to see enough prospects and follow up with them is daily planning.  Otherwise, the events that come in and out of your day control your time.  Start with a good contact manager program or [...]

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Is there a Difference Between Prospecting and Telemarketing?

August 20, 2012

by Townsend Wardlaw In the demand-creation prospecting world, I am often brought in to discuss the basic metrics and measures required for sales organizations to perform effectively. I typically encounter situations where there are no resources in place – no appointment setters – or they are in place but significantly underperforming. Sales people like to [...]

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