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 Making the Major SaleMajor sale, which is a non-repetitive or infrequent sale, typically a B2B phenomenon with businesses selling to other businesses, has become numerous and significant. In this article, the authors explain the basic approach to take for a major sale and offer 8 steps to ensure a more successful and long-lasting sale. Further, they provide organizational guidelines to help companies incorporate this approach into their overall activities. It is a good guide to small organizations who are involved in large deals with multi-million or billion dollar companies too.
read more>> |  The New Science of Sales Force ProductivityThe authors point out the need for a scientific approach to sales, moving away from rainmakers who rely on gut feel and native sales talent to one that is based on systems – data, analysis, processes and tools. The goal is to narrow the gap between the top 15-20% and the rest of the sales force. Using the new approach, companies find that while the top sellers do better, the lower quartiles of sales reps show dramatic improvement with productivity jumps of 200%. This takes one to the realm where “the future of business is to do things by design, not by chance”.
read more>> |  Innovation in Turbulent TimesDuring a recession and economic slowdown, the best and most effective way to get out of the downturn is the innovation of new ideas; roll it out in the market, persuading the customer to buy the product and thus beat the slowdown by speeding up the economy.
To quote a few examples of the companies who were able to beat the slowdown were Honda, Toyota, and Apple who went on to market their new ideas. There have been other ventures which have started of as an idea and became a raging business, example - Nike Sports shoes, Starbucks Coffee shop, Gucci, etc.
read more>> |  How to be a Good Boss in a Bad Economy In the author’s expert opinion, during these tough times of a bad economy, as a Boss one needs to rethink his responsibility and address the four deficit areas of his staff: Predictability, Understanding, Control, and Compassion. The entire article focuses on these four key principles.
read more>> |  Can You Say What Your Strategy Is?Being able to summarize your strategy in 35 words or less helps you draw all your people along a single path, say authors David J.Collis and Michael G.Rukstad. Companies with such statements turn out to be industry stars.
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 Six Ways To Make Web 2.0 Work
read more>> |  How Gen Y & Boomers Will Reshape Your AgendaIn this recession period, many companies are working with very less staff and a few are focusing on the requisite talent hunt.
On the recovery of the economy in the not so distant future, the companies that would be trying to get capable professionals in order to drive their business growth realize very late that talent requirements have changed dramatically.
read more>> |  May The Sales Force Be With YouWith tightening market conditions, increasing presence of private labels and prepared foods, growing power of retailers, consolidation of domestic grocers, emergence of new retailers and demand for lower prices, question is do packaged goods manufacturers have what it takes to sustain growth in such an tough environment? Since this environment in many ways resembles the current market scenario, we felt it was the appropriate to bring forward for insights into how the sales force can give meaningful growth to companies.
read more>> |  The End of Rational EconomicsThe global economic crisis has shattered the two long held standard economic theories.
read more>> | Rechanneling sales Making industrial products is a very difficult way to earn a living. Producers have had to manage with a decade of disruption in their sales channels. New technologies have made the producers’ pricing schemes transparent to all, distributors and end customers have joined hands and large customers have adopted sophisticated approaches to buying.
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REVIEWS |
 Shoveling Water - Why does it take so long to commercialize new technologies?Author David Rotman explains the differences between individual technologies and domains while exploring why it takes technology so long to commercialize. This understanding can help enterprises evaluate their product choices, the investments they need to make and the timeline for successful adoption of the new technology. This can show them what to focus on in their development efforts.
read more>> |  Lie Detection Ekman learned that the human subjects he studied betrayed their emotional state through microexpressions, however much they tried to suppress them. He identified 46 facial-muscle movements that, across cultures, signal such basic emotions as fear, distrust, and distress.
read more>> |  Manipulating MemoryA clinical psychologist at McGill University and the Douglas Institute in Montreal, Alain Brunet says "If someone is traumatized, you ask them to recall the memory, give them a pill, and the [emotional] strength of the memory is weakened." The details of the trauma remain intact, but the emotional component of the memory appears to dissipate.
read more>> |  Touch Screens with Pop-up ButtonsAs touch screens become more popular in other contexts, such as in-car navigation and entertainment systems, this lack of sensory feedback could become a dangerous distraction.
read more>> |  More-Precise Genetic Engineering for PlantsTwo papers in this week's Nature detail the use of a genetic technology that allows scientists to target plant genomes more precisely. The method, which has previously been used in animals and in human cells, can be used to introduce a new gene, make small changes in existing genes, or block a gene from being expressed; it also makes it possible to introduce several different genetic changes into the same plant.
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REVIEWS |
 50+ The Market That Marketers Still Miss
The authors Rawlinson and Kuznetsova, discuss the importance and presence of a strong group of consumers who are 50+ and have the money and drive to experiment with new and old products. It is time for them to engage in a full blown market segmentation framework for their products.
read more>> |  Managing with the Brain in MindUnlike other human organs, the human brain is a social organ and it develops not by the growth of the human body but by the level of its social interactions, as the recent neuroscience research has been able to prove.
read more>> |  The China and India StrategyFastest-growing economies in the world...
China and India are the two fastest-growing economies in the world. Both represent a supreme market penetration. Economic integration between China and India is rapid. People outside these two countries knew that China is India’s number one trading partner and for China, India is in their top 10 trading affairs.
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Sales
Avoid Drawn Out Sa...On a list of the “Top 10 Things Salespeople Don’t Want to Hear from Customers,” few rank as high as “We’ll need some time to think about it.” For the ...
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Marketing
What Is The Most I...At first glance, it seems like a simple question. But the more you think about it, the more complex it gets. You could argue any number of answers based on your beliefs, values, or type of ...
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Web 2.0
Web 2.0: The End o...The recent Web 2.0 Expo in San Francisco was an upbeat affair showcasing a lot of interesting technology. The initial consumer-focused hype is receding as the next phase of "social ...
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Strategy
Secret to Strategi...Even after knowing what they need to do to succeed and setting all the plans in place, most of the service firms get unfocused and the plans get pushed aside. Developing a strategy is not ...
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Communication
Lead Generator: Ca...Want to capture leads through a speaking engagement? Smart thinking. Vickie Sullivan, founder of Sullivan Speaker Services, offers these tips to make it happen.
Don't Sell
Audiences looking ...
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Personal Growth
Personal Skill and...When asked service professionals “What is your greatest challenge in sales?” they chose cold calling and prospecting. When it comes to sales, Cold calling and prospecting are the main ...
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| 7 Habits of Highly Effective People |
The book and the author are well known. It is a classic after all. Many have read it and others will. This review can act as a precursor to the full reading or a quick repeat of the last read. In any case, this book covers a lot of ground. However, as for most knowledge, it is useless unless implemented. I think these pages are dense, but if implemented they can benefit enormously, unlike many other pages in the world. Is it the best book in the world? Some say that, we don't. It is a book worth reading for sure, but not if you do not plan to follow through. Fortunately, with an entire gamut of paraphernelia, Dr. Covey makes it easier to implement.
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Thoughts From A Sale Most readers of this blog know that our company recently sold its Jupiterimages division. We were in the image business for nearly 6 years. I will not bore readers with the details of the history or the highs and lows. However there are a few salient lessons that I learned from the experience.
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