Peak Sales Recruiting

Now more than ever, sales and marketing are tied at the hip, with marketing driving leads and the sales function, particularly in small companies, engaging customers online. The art of making friends and influencing people has become so important in businesses and jobs that many people now make a living out of “coaching” the tips [...]

To the sales team, Twitter can be a friend or a foe depending on how it is used. Too often, salespeople use Twitter to broadcast positive messages about their product or services. This can potentially backfire if people get tired of a barrage of marketing ads, and a better way to utilize Twitter is as [...]

We know we sound like a broken record on the evolution of sales. Selling is not the same as it used to be. Just 20 years ago, golf memberships, long lunches and snazzy promotions had a huge influence on customer decisions and Herb Tarlek’s character on WKRP in Cincinnati was a funny depiction of the [...]

Interesting article from Slate Magazine entitled Death of a Salesman. Of Lots of Them, Actually. The article talks about how sales used to be by far the largest job-growth category, slowing in the 1990s, and starting to flatten by 2007. What has caused this shift? The Internet. For many types of purchases, buying occurs online. [...]

Every CEO wants predictable revenues, but in this economy that can sometimes be tough. Are there ways to build a lead generation machine that generates quality leads, creates predictable revenue, and meets your CEO’s goals without your constant focus and attention? Can you make yourself indispensable to your CEO and Board in an unpredictable economy? [...]

The age old rivalry between marketing and sales is never more contested than in the context of leads. We have all seen it. Marketing complains that sales can’t convert quality leads and sales complains that marketing provides poor quality leads.    In an ever more internet-connected world, companies feel compelled to spend an increasing amount [...]

Have you ever wondered if anyone picks up their phone anymore? Do you wonder if the Internet has made cold calling obsolete? Well it is not dead at all. Prospecting has however, certainly evolved in the last few years. If you want to turn your sales organization into a selling machine and create predictable revenue, [...]

Right now? Actually there are better times than others, according to a new report published by InsideSales.com and MIT (hat tip to HT to Engage Selling for picking up this story). In the study, entitled the Lead Response Management Study, MIT and InsideSales.com looked at 3 years of data across six companies that generate and [...]

Rick Spence from the Financial Post wrote about the book “The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite” by Michael Port and Elizabeth Marshall. He comments that the book contains common sense advice such as “increase your likeability factor” and “customers want a relevant and valuable offer [...]

Neil Rackham (author Spin Selling) on Selling Power TV discusses how Sales and Marketing are typically not working well together and how to get it back together (spoiler alert–>) he blames the definition of a lead as one of the root causes of misalignment. Also some other good suggestions like an integrated lead funnel. Always [...]