Sales Activity Management

Performance Incentives – Risks of being counter productive

Daniel Pink gave a brilliant talk on TED about the mismatch between “what science knows and what business does”. A related post on his blog claims that “Money cant buy you performance”. Some questions that he raised in my mind: When we try to implement scalable business processes, are we trying to “dumb-down” the work to a “mechanical” level? Do...

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Lead Qualification – Resolving the conflict between sales and marketing

Lead Qualification – Resolving the conflict between sales and marketing

Product designers learned years ago that they’d save time and money if they consulted with their colleagues in manufacturing rather than just throwing new designs over the wall. The two functions realized it wasn’t enough to just coexist—not when they could work together to create value for the company and for customers. You’d think that marketing and sales teams, whose work is also deeply...

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Communication Problems are actually Process Design Problems

Communication Problems are actually Process Design Problems

When working in teams, small slip-ups and sometimes big goof-ups are often justified by “communication problems”. Justin Roff-Marsh, proponent of his highly effective Sales Process Engineering methodology that incorporates the techniques from Theory of Constraints into the sales process – has written an excellent article on his Sales Process Engineering blog, where he explains...

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CRM does not improve sales performance

CRM does not improve sales performance

Dave Hurlbrink writes how conventional CRM or SFA applications are not designed to serve the needs of a sales person. The value proposition of a “360 degree view of your prospect/customer” is not what the sales person needs to improve his performance. A sales person is already juggling with multiple opportunities in the pipeline that are fighting for attention and that take long to close. What...

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B2B Marketing – a four-point transformation strategy

Laura Ramos – VP, Principal Analyst at Forrester Research focuses on effective lead management, lead nurturing, sales and marketing integration, the development of targeted messaging and winning value propositions, installed base marketing, and the use of digital media and the Web to build customer engagement. Laura writes about her recently published report that recommends a four-point...

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Challenges in scaling up sales

Challenges in scaling up sales

Are you facing these challenges in scaling up your sales process? High cost of sales, low margins Lack of clear product/offer differentiation Complexity in mapping customer requirements to product/offer Long sales cycle with unpredictable outcomes No consistent sales performance, difficult to forecast High level of stress in sales team, high turnover You can make/provide as much as you can sell...

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