sales management
Why digital marketing is failing in enterprise accounts
Companies with marketing departments that have invested huge amounts in digital marketing, marketing automation, content marketing, the digital buyer's journey and lead scoring are slowly realising - to their horror - the inconvenient truth.
Content marketing Has FAILED. What’s next?
When content marketing first rose to prominence around 2012-2013, it was touted as the next big thing for marketing and sales departments. It promised to deliver a steady stream of highly qualified leads directly into sales departments at a lower cost per lead than had ever been achieved before.
Are Sales Goals Undermining Your Team’s Productivity?
Every sales leader knows that sales goals are critical to achieving high performance. Without them, salespeople have nothing to strive for, and no metric against which to measure them...
The Big (Sales) Short
The most gobsmacking aspect of “The Big Short”, Michael Lewis’ brilliant book and the resulting (and highly recommended) movie detailing the 2007-2008 collapse of the world financial markets, is how many supposedly brilliant people were totally blindsided.
18 Critical Questions CEOs Need to Ask Their Sales Managers
As a CEO or business leader, you need to have regular conversations with your sales managers. This is true regardless of your managers’ skill level.
The Critical Importance of EQ in Sales
Have you ever seen the movie French Kiss, with Meg Ryan and Kevin Kline? One of my wife’s and my favorite lines from that script is this one: “Happy – smile. Sad – frown. Use the corresponding face for the corresponding emotion.” While it’s an entertaining scene in the movie, it might actually be a clarion descriptor of a serious problem for many sales organizations.
