115 items | 7 visits
Nicci Nesmith Hammerel's List: Sales & Marketing Industry
-
-
ES Research Group, Inc. estimates that in 2009 the direct B2B sales training spend in the U.S. (including consulting and methodology work) is $US 5.5 billion, with $3.8 billion attributable to internal corporate resources. That leaves the outsourced/third-party spend at $1.7 billion or 30% of the total, down 44%. The overall training spend is shrinking and third-party sales trainers are getting less of the total investment.
-
More and more companies (and individual trainers) are delivering some or all of their course material as recorded sessions over the web, interspersed with occasional, live, web-based sessions.
-
-
-
This says that the three most important components in this important equation of training transfer (and therefore a much higher chance for return on investment) are:
1. the manager's role prior to the training
2. the trainer's role prior to training
3. the manager's role after training
-
-
-
Companies in denial about the impact of social media will be astonished to learn that 43% of the Inc. 500 companies who responded believe social media is a "very important" piece of their business and marketing strategy. A whopping 91% percent of companies also admitted to using at least one social media tool, a significant increase over 77% of respondents in 2008.
-
Forty-four percent of companies that do not currently blog intend to start a company blog in 2010, while 27% plan to begin building their business on Twitter next year.
-
-
-
To some extent, that’s true. Many training firms were founded by alumni of other firms and their courses often have substantial similarity to each other, while legally being new copyrightable works.
-
I expect more and more mid-sized firms to be demanding licensing rights around derivative works and the ability to integrate multiple methodologies without being held hostage because their contract wasn’t set up with those rights.
-
-
-
How can a sales training firm convince their customer that a funded, strategic approach is the way to go, not a two-day, check-the-box event at a Newark Airport Holiday Inn conference room?
-
Some large percentage of salesreps (one in four) just aren’t suited for the job of selling. Unfortunately, if you spend a lot of money training C players, they’ll still be C players.
-
-
-
Online search, blogging and social media have profoundly altered the way business deals are done. Are your methods in touch with this new marketing reality?
-
“concretely describe solutions to problems” is a much more effective way to get found by your customers than sending an unsolicited sales message via email.
-
-
-
We know that business knowledge—specifically the ability of a salesperson to articulate the business impact of their product or service—is a critical success component in most B2B sales environments. Executive Conversation is a leader in this area, although there are other companies in that space.
-
But ESR believes more companies seeking sales effectiveness solutions should more heavily weigh technology-enabled learning and selling in their overall consideration.
-
-
-
-
Building the capability of the team, through training where needed and consistent coaching, has to be the primary focus for the sales manager
-
Recent studies all point to the fact that the one consistent thing that the world’s top performing sales organisations do is that their sales managers are highly effective coaches.
-
-
-
Eighty-three percent of the 361 respondents reported that they have no negotiation strategy, or merely an implied one. That is the likely cause behind the 80 percent of the respondents that said they see mounting irrational competitive behavior, such as drastic, last-minute lowering of prices or the giving away of free services.
-
Executives were 77 percent more likely to view their decision-making authority as highly centralized, while sales people were 71 percent more likely to view it as somewhat or highly decentralized.
-
-
-
That these stories resonated with readers for so long is very telling. In The Narrative in the Neurons, Wray Herbert
-
That these stories resonated with readers for so long is very telling. In The Narrative in the Neurons, Wray Herbert
-
-
-
All we need is love,
-
Heart
-
-
-
Ever heard of Innocenzo Manzetti?
No?
How about Elisha Gray?
Still no?
Okay, how about Alexander Graham Bell?
Heard of him?
Of course you have. He invented the telephone. (Yes, that’s what that funny-looking thing above is.)
-
Alexander Bell didn’t change the world by coming up with an original idea. Innocenco Manzetti did that.
Alexander Bell didn’t change the world by taking action and getting to the patent office first. Elisha Gray beat him by two hours.
No, Alexander Bell changed the world by hitting the road with his idea, telling anyone who would listen, all the way up to the Queen of England. He used the buzz to land investors, build a company, and get people to buy telephones across the globe.
He understood that what matters isn’t who thinks of an idea first. It’s not even who takes action first.
It’s who spreads the idea the farthest.
-
-
-
you must become an expert in creating your own demand and generating your own leads
-
Mac MacIntosh and Brian Carroll are two whom I hold in high regard
-
-
-
-
"All pitchers are liars or crybabies:" Don't pitch, have a conversation. If you pitch, you aren't conveying sincerity ... you aren't having a conversation. Bring value.
-
"If you don't know where you are going, you might wind up someplace else:" What is your goal of your lead gen activity? Are you appointment setting? Are you trying to gather intelligence? Are you trying to do qualified lead gen? Know the purpose of every email, every dial, every conversation, and then stick to your purpose. If you are setting meetings, make that your goal.
-
-
-
Don't be power dialing at 10:20 am. This is the most common time of day for prospects to be in a meeting. They are more likely to be at their desks and willing to talk in the early morning, at the top of the hour (from 10 minutes to the hour until 5 minutes after, they are between meetings), at lunch, in the late afternoon, in the early evening, on Monday holidays.
-
-
-
And that, my friends, is a typical day in the life of a corporate executive and decision maker. Internal politics, budget cutbacks and spending freezes, an impossible amount of work to accomplish, and limited resources. It’s little wonder that they don’t return your calls or seem to take forever to make a decision. Even if you have a solution that is a perfect fit for your prospect’s company, it’s going to take a lot of work and patience to get through to your decision maker. Put yourself in the shoes of your buyer, customer, or prospect. How would you manage their situation?
-
List Comments
(0)
List Info