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4 Reasons Why CFOs
Receive Pushback From Their Purchasing Departments When Their
Indirect Costs Are Out of Control Managing corporate expenses is a strategic and tactical action that must be monitored on a daily basis. Managing indirect expenses is a sub-segment of corporate accounting and purchasing departments which often go unnoticed or unmanaged because of the lack of time, the lack of sufficient competitive pricing data to benchmark against, and the perception that these areas cannot be reduced. Full article...
Do You Have an Integrated Revenue
Capture Business Model or Are Just You Just Scaring Prospects Away?
If so, then you may have a decentralized revenue capture approach where your strategy, marketing and sales process are not aligned as an integrated revenue capture program. Full article...
Sales Process Questions For VPs
of Sales In consulting with clients, daily I hear the following questions being asked by both sales management and account managers. When comparing the needs and business department requirements of sales and sales management for success in the coming year, there appears to be a common thread of expectation for both. Both seek more support, teamwork and increased revenue. Both expect each other to be more responsive. Hopefully, through more direct and deliberate dialogue, each group can achieve greater success by working closer together. Full article... * * * * * The
7 Stages of Prospect Commitment You Need To Manage! Are you managed by your prospects? Are you projecting your needs onto prospects -- hoping they will buy? Are you held hostage to the small size of your sales pipeline? To sell more products and services, it is important to manage prospects -- not have them manage you. Selling is a profession where you must subliminally drive the prospect to appreciate the time limitations you have in selling and getting them to take actions steps to buy. Full article... * * * * * Do You
Suffer From Circadian Sales Rhythms? Selling is an emotional, psychological thinking sport that requires salespeople to balance their sales goals, their professional motivation and their ability to work within a time management model as a coordinated equilibrium. Circadian is Latin derived word meaning "around a day" and Circadian Rhythms are adjustments and changes in your physical and mental characteristics that happen to you through-out the day. Sometimes called your "Body Clock," circadian rhythms can be different for everyone based on their genetics, diet and life habits. Full article... * * * * * Is Your Sales Process Working
or Is Your Sales Team Chasing Prospect Rainbows? At DigitalHatch, we have identified over 45 key sales process metrics that management teams should use to increase company revenue and build a scalable, replicable sales process for their salespeople. Selling products and services is a premeditated sport. It is a thinking, calculating, strategizing business process where success is based on planning. Full article... * * * * * 15
Best Excuses for Not Hitting Your Sales Quota Sales quotas and targets are business tools most salespeople are measured by. Professional sales is a difficult, complex employment position that most people do not understand and many underestimate the complexities of the job in order to perform well at it. Full article... * * * * * 10
Ways to Know If Your Firm Is PullingTheir Value Behind
Them As management prospects hear this corporate rhetoric day after day, they just stop believing the pitches sales and marketing people tell them and instead look for solid validation. More often than not, most sales teams "pull" their sales value behind them during the sales cycle by presenting these descriptions as facts which are not up for validation. Full article... * * * * * Recommended
Reading for Sales and Sales Management Here is a great list of interesting, provocative and motivational business books you should read this summer to help you market better, sell more and increase your personal sales income or company revenue. Full article... * * * * * Marketing With E-mail? Watch Out
For Spam Filters! He activated the junk e-mail filter (default setting) on Outlook and set up a folder to which all the spam would automatically be sent. Two weeks later he checked out the messages that had accumulated. Sure enough, there was all the usual garbage... money-making plots from Nigerians, news about valuable prizes waiting to be claimed, etc. Full article... * * * * * CIO Magazine Reviews DigitalHatch's
IT Sales Techniques! Recently, I sat down with Jerry Gregoire, a CIO Magazine editor and the former CIO of Dell Computer and Pepsi-Cola to discuss DigitalHatch's book How To Sell Technology and our IT selling methods. Full article... * * * * * Dynamic Strategic Planning The latest management literature and recent spectacular rise and disastrous fall of hundreds of companies in the dot com world have highlighted an important if not thoroughly disconcerting trend: The overwhelming preponderance of would-be entrepreneurs and their egregious taste for money without first developing substance. Full article... * * * * * Contracts, Proposals and Getting Paid It is the best of times and the worst of times. Life as a web or graphic arts freelancer can be both rewarding and tough. On one hand is the indescribable pleasure of be able to charge what your worth; on the other is the often frustrating task of getting paid what you're owed. Full article...
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Archived articles: Salesman Insults Grandmother Controlling Sales "Forecasting Moles!" How to Use Cross-Selling Techniques to Increase Sales How to Manage Prospect Gatekeepers Who Act Like No-Neck Bouncers |
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