By Gene Marks, The Marks Group Customer Relationship Management (CRM) implementations continue to fail at a rate almost as alarming as Hollywood divorce rates. Don’t believe me? As recently as 2009, Forrester Research showed a 47% failure rate on new CRM projects. People just don’t use them like they should. Many wind up not using [...]
“Wow, we really need this!” or “It’s about time” is what people have been saying about Clare Novak’s presentations, EBIT-Duh! Finance for the HR Professional. Based on their enthusiasm, she wrote the book on finance for the HR professional. Over a thousand HR and Training Professionals have heard the presentation message. Now you can have [...]
What is your organization’s unique value proposition? When all employees in your organization understand the value proposition well enough to articulate it in any situation, they become highly valued members of the sales team and, ultimately, an integral part of the sales culture.
As a sales professionals, we are all accountable to drive the correct activities that produce results. We all know this. When you are thinking about your pipeline or are in a discussion about your pipeline, do you find yourself saying “Well, I feel really good about my pipeline,” or “I have been having some great meetings,” or perhaps “I am pretty sure I have enough to make my numbers”, or “I think I can hit the targets”? Do you find yourself saying these things?
Passion is perhaps the best and purest tool in a salesperson’s bag. It’s better than product knowledge, great pricing, or awesome features. Passion can carry the day and produce a closed order. Really! That’s why in this month’s feature I talk about how you can use passion to get the edge in sales.
As a sales professional who’s developing a sales culture, what do you expect from your colleagues? Are they shaped by your expectation that they are part of a sales culture and accountable to the client and to one another? Do you engage, motivate, and inspire others in the organization to be part of sales campaigns?
The people of a sales culture are not just salespeople. Interesting concept. So who are these people? You will be surprised. The people of a sales culture include all of the organizational members who practice what I have defined as the essential selling skills of great sales professionals.
