Peak Sales Recruiting

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 [...]

Last week I attended the executive briefing from Miller Heiman which just released its Sales Best Practices Study for 2009. We covered the 2008 Sales Best Practices Study here. This year 3,900+ sales professionals participated in the research. Some highlights from 2009: “Successful sales organizations do not do one or two things well; they maintain [...]

Geoffrey James followed up his article on lies marketing tells sales with an article about how sales lies to marketing and this time he added layman’s translations. Lie #1. “We know EXACTLY what our customers want.” Lie #2. “We have an excellent/close relationship with our customers.” Lie #3. “We contact our customers on a regular [...]

Geoffrey James at BNET posted The Top 5 Lies Marketing Tells Sales….pretty harsh, but fair and will be familiar to anyone who has worked in an organization with separate sales and marketing departments. LIE #1: Branding is vital to your success. LIE #2: We can train you to sell. LIE #3: Our market research is [...]

The concept of Sales 2.0 represents an enormous change in the way many companies sell and market. Some of us will be attending The Sales 2.0 Conference in San Francisco on March 4th and 5th to see best practices in action. So it begs the questions: What is Sales 2.0, is it right for your [...]

Spending on marketing vs. spending on sales in B2B companies? The debate over which path yields higher results will continue into perpetuity. In a recent SoftwareCEO.com article, author Maureen Blandford asks some good questions about how marketing investments actually benefit B2B sales: “what happens if you stop producing marcom material, for a year? And most [...]