Using Social Media to Enhance Your Sales Effort
The great minds at the CMO Council published a nice piece on the role of social media in the sales effort.
It is a worthwhile read. This article quotes the Aberdeen Group - one of their latest research reports, called Sales 2.0 — Social Media for Knowledge Management and Sales Collaboration, discusses how social media solutions [...]
Book review - Making the Number
After reviewing Making the Number, there are a number of points about sales benchmarking that apply to our own theories about marketing.
The scoreboard for sales professional is and always has been the pay stub – this is the crudest form of sales benchmarking. For marketing, it has always been a bit stickier and this is [...]
The sales funnel is flawed
http://www.bnet.com/2422-13723_23-201008.html?tag=nl.e808
Mark Sellers, author of “The Funnel Principle,” explains how the traditional sales funnel is flawed and should be flipped on its head as the Buyer’s Funnel. Starting with problem recognition (and an economic cost to the problem) and a commitment to doing something about the problem. Everything in the funnel requires a commitment by the customer. The [...]
