Priority Blog
Want to succeed in the global marketplace? There’s a world of opportunity out there – but to succeed in selling to an international market, you’ve got to understand the culture. After I moved to Vancouver, I saws how sales and marketing people who start their careers in North America think. They know they can rely on […]
Top management and the marketing department don’t always work in sync with the sales reps to help them meet quotas. But if the company as a whole is going to do well, sales needs all the help it can get! We explored how firms can help their sales people in Part 1 by focusing on […]
There’s always one surefire solution: set the sales quota realistically, without top management pushing around the sales manager and burning out local sales reps – another conversation entirely! Assuming your company is sticking with their quotas, how we can get sales professionals to beat this sticky lower-than-desired success rate? Sales training can help. A recent […]
I was recently reviewing service websites for a client while doing competitive analysis for a sales strategy. In less than a minute of my checking out the first site, the phone rang – and it was the company calling to see if I wanted to buy their service: marketing automation at work! This happened three […]
A big part of my work as a sales and marketing integration consultant is helping firms to implement and get the most out of Customer Relationship Management software and Sales Force Automation. The first part of the job? Helping the client understand that they’re not the same thing. It’s easy to make that mistake when […]
Millennials are already on the radar of many firms looking to not only boost sales in the short term, but create customers for life. But selling to millennials is not simple. In the West at least, it’s the first generation that’s grown up in the Internet era. As one insightful “selling-to-Millennials” article in the Huffington […]
Earlier, I wrote about how companies need to integrate sales and marketing. It’s completely inefficient to have these two departments that don’t talk to each other. Integrating sales and marketing isn’t a snap — and for most companies, these departments just talk past each other. If they ever did talk, this is what that a […]
I’d been working with a client as their outsourced sales management consultant for a while and we’d already achieved a 23 percent conversion rate for our inbound web leads. While nothing to sneeze at, my contracts usually involve an at risk portion for payment. I had no choice but to take on the biggest stumbling […]
Cold calling isn’t the go-to item in the sales professional’s toolbox today. That’s not good or bad – it just is. At a time when everyone seems to have (at least) one phone on hand at any given moment, it’s harder and harder to reach out to a stranger over the phone for that first […]
If you’re like me, you still get at least three sales pitches a day in your email inbox. Spam filters have forced actual sales people (as opposed to spambots, which seem to be getting blocked in my email these days – Yay!) to construct a clear and targeted message. But getting into your inbox is […]