“ The right message at the right trigger point along the buying journey” – Interview by John Smibert
Marketing and sales in a B2B environment are different beasts who typically don't understand each other. Both have similar objectives - to sell more! Yet each tend to blame the other for lack of sales.
We might have been able to get away with this misalignment in past eras - but no more!
In the modern era we need to be strategically touching the client from beginning and end...
"Select a champion team - not a team of champions" - Interview by John Smibert
The role of a Sales Manager has a lot of similarities to the manager or coach of a sports team. As an example one key task of a sports team manager is to select the best team that they can to put on the field.
I was interested in the fact that Wayne Moloney dedicated a whole chapter of his sales management book to the subject of selecting.
So I asked him to discuss this with me so I could share his thoughts with you.
About 60% of B2B salespeople are not achieving their numbers.
There are a number of reasons for this yet one of the key ones is the challenge of growing and maintaining a quality pipeline in a changing sales world.
This issue is addressed In this interview with Tony Hughes, conducted by Steve Ludlow, following the recent Sales Masterminds APAC seminar in Sydney, Australia.
Tony provides insight into how we should go about building quality sales pipeline and talks about sales managements role in ensuring this...
“Good sales managers lead and coach their people to success” – Interview by John Smibert
I recently had the pleasure of talking with international sales expert Dylis Guyan about sales management.
Before I share that discussion with you first let me introduce the subject. My friend Tony Hughes says that "sales management is the weakest link in the revenue chain". I agree with him.
Unfortunately too many organisations don't recognise that the sales manager is key to sales and...