Were you at the beach this summer? Did you take a good book with you? While most people grab the latest John Grisham, or maybe a good historical novel, you'll find me with my nose in a business book (I know....how sad!). So now that we're headed into cooler days, I thought I'd share a … Continue reading Top Five Sales & Marketing Books to Drive Your Strategy
Simon Sinek has a theory on what makes companies great - "Start with Why." And 26 million views of his TEDTalk video, titled How Great Leaders Inspire Action, suggests that he has something interesting to say. In a nutshell, Sinek's theory is "People don't buy WHAT you do, they buy WHY you do it." For example, Apple is known for their design ethic … Continue reading “Start with Why” to Build an Inspired Team
Sales compensation plans are at the heart of your sales strategy. The way your sales team sells will be driven by the way their pay is structured. And the same goes for those around them. At one company I worked at, sales management was paid on revenue, and marketing management was paid on profit margin. … Continue reading How Hubspot Evolved Their Sales Incentives
If you're thinking about diving into a Marketing Automation project, there are some steps you should work through before you take the leap. When we decided at Dittman that we were ready to take our inbound program to the next level, we started to prep for the journey to automation. In this post, I'll outline the steps … Continue reading Getting Ready for Marketing Automation
Selling through a network of third-party reps or sales agents can be a challenge. How do you get more than your fair share of their time? When I was marketing a line of electronic components at Panasonic, we spent a lot of time thinking about the most effective ways to work with our sales partners. … Continue reading Are You The Sales Rep’s Emotional Favorite?
A "Product Manager" role often describes a perfect person who will solve all your problems! It's a broad term that can encompass a range of skills and responsibilities...and so is often misunderstood, or badly implemented. In the worst case, it becomes the person who does everything that no-one else is doing. I have worked with … Continue reading How do you Define a Product Manager?
“Do you mind if I include the extended warranty with your purchase? It costs $149, but the final price to you will be the same.” This sounds like a sales scam – add something in at the last minute to boost the value of the purchase. But in this case, I had already negotiated a … Continue reading Sales Incentives and Unintended Consequences