Over fifteen years ago, we (a prior employer) formally included the internet into our sales training as an additional tool for our sales teams. There was a lot of debate about its risk, effectiveness, the quality of information, etc. Similar issues are surfacing about social media. However, we found that it was used effectively with [...]
Archive for the ‘Sales’ Category
So You Think You Want To Be A Manager, Part 2
Posted in Business, Management, Sales, tagged Business, Management, Sales on May 18, 2009 | 4 Comments »
Last week, we talked about the realities of management in my blog So You Think You Want To Be A Manager? Part 1 and guess what, I have more things for you to consider. I am firm believer that awareness helps improve preparedness, and hopefully you’ll find the humor in this as well. How do you [...]
So You Think You Want To Be A Manager? Part 1
Posted in Business, Management, Sales, tagged Business, Management, Sales on May 14, 2009 | Leave a Comment »
When you are interested in moving into management, everyone tells you how fulfilling it is and they talk about important skills such as problem solving, delegation, planning, organizing, coaching. You think you’ve found Nirvana…but there are a few details they may have left out. When I started in management my VP told me that the first six months feel [...]
Overcoming Commoditization Through Effective Selling
Posted in Commoditization, Sales, Strategic Selling, tagged Business, Commoditization, Sales, Strategic Selling on May 1, 2009 | Leave a Comment »
I believe that some companies are unnecessarily commoditized in their market. Value comes from how you sell, not always from what you sell. However, experience alone will not drive optimal results without a sound account strategy. A well-designed strategy gives you greater control and it will help you avoid commoditization. Companies can avoid commoditization by [...]
