When working for IBM, a long time IBMer served as my unofficial mentor. I could count on the person for sound advice and remember an important message heard many times: “Manage your reputation.” This is sound advice for sales management and sales people. Read more about “managing your sales reputation.” >>
In a recent analyst insight published on SupplyChainBrain.com, “there are three important areas in which retailers can improve their supply chains and reach future success as consumer confidence returns”: reducing costs, reducing inventories, and reviewing and realigning logistics networks. A master data management platform can help achieve all three of these goals:
For more Retailer [...]
I assume you’re growing frustrated with the cost and hassles of getting and managing product data from your suppliers. And I’m sure you aren’t happy about missing out on sales and marketing opportunities as a result.
Product information management or PIM is designed to fix those problems and more. Specifically designed for the complex product data [...]
February 28, 2010 – 7:57 am
I just won a 300k deal last week. I was last in and killed off the competitors. I did this cause I must win, and because I knew the low life competitors well. Last to the table may get scraps, this time around I cleaned up and had desert. First in is best, sometimes. [...]
February 28, 2010 – 7:26 am
ACT software is a big seller. Users range from rep firms to individual sales guys and even to some larger companies. However, using ACT today, is like you trying to tackle an NFL running back or trying to cover Lebron James. Out of your league, mate, and lots of pain. ACT is for two sales [...]
February 26, 2010 – 9:09 am
Buyers are Liars Years ago, while playing professional football, I sold swimming pools in the offseason. I worked for Seahawk Pools, owned by a super guy, Bob Winnie. I learned the sales facts of life from Bob and the first lesson: Buyers are Liars I listened hard to Bob and this lesson [...]
February 23, 2010 – 8:03 am
Why Prospects Push Back
My technology sales career kicked off at IBM. Prior to IBM, I cut my teeth as a stock broker, gaining heavy duty sales habits, still valuable today. IBM thrilled me. All these wonderful solutions were available to struggling companies and to companies seeking to stay on top of their technology and the [...]
February 22, 2010 – 3:38 pm
Online Sales Software has been helping sale teams for since 1994 and I see a trend to multi channel sales. A company, a provider of products and services sells direct with inside and outside sales employees and may use partners like manufacturer’s representatives, dealers and distributors. Another growing channel for manufacturers and other businesses is [...]
February 20, 2010 – 6:33 pm
Sales teams come in all sizes; from a 5 person rep firm to an enterprise team surpassing 100s of sales people. Ok for sales managers with over 10 sales guys, how do you do it? Do you use sales management tools? Is excel the tool? Do you have ability to roll up your sales pipeline, [...]
February 18, 2010 – 9:14 am
I sell for a living. My first sales job paid commission only. Pay checks, if one earned one, came once per month. I ran scared each day banging the phones, prospecting my butt off. The daily goal 10 leads. 10 leads per day harvested from 300 plus calls per day. 50 leads per week put [...]
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