9 Principles of Building a Sales Machine

September 12, 2008

I love getting and answering questions, as it helps shape my thoughts into useful forms to share. Here’s a recent answer I posted on ExpertCEO (a private online community for CEOs), to a question that was along the lines of… “Do you have any advice for a company with a strong services practice that has […]

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The Problems with "Lumping"; Separate the Four Core Sales Functions

September 7, 2008

This post builds off a prior one, “We have a different sales structure here, the sales people just sell!” Building a highly productive, modern sales organization requires increasing specialization – and frankly, it’s a big reason salesforce.com has such an amazing sales organization. Though they take it to the extremes – you wouldn’t believe the […]

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“We have a different sales structure here, the sales people just sell!”

August 14, 2008

Over the past few months, I’ve spent quite a bit of time in Los Angeles at Leads360 (CEO’s blog) helping them get their frontline sales teams set up (inbound lead qualification and outbound prospecting) and redoing their sales process (part of which is openly published on their site). Onna Young is one of their newer […]

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Guy Kawasaki’s "Sales.Alltop.com" Launched

June 16, 2008

I met Guy Kawasaki on the streets of Palo Alto a couple of months ago, just before he launched sales.alltop.com. There are some great sales blogs on there – it’s worth checking out. Here’s how he describes Alltop: We help you explore your passions by collecting stories from “all the top” sites on the web. […]

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Fun with Comparing "Inbound" and "Outbound" Leads

June 9, 2008

The term “lead generation” is so broad that it creates all kinds of confusion! One important concept is “inbound” versus “outbound” (and yes, in leadgen there are few black and white cases, even here, but this differentiation helps). While speaking with Laura Merling today at Mashery, I started sketching out some ideas on how to […]

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Inbound Lead Management Best Practices [Updated]

April 22, 2008

This is an updated version of the “Never Waste A Lead” post from September. Back then my partner and I presented at a BMA (Business Marketing Association) event. Here was the event description: Your marketing programs are generating plenty of leads, especially from your emarketing campaigns, but are they getting followed up on? How effective […]

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"The Ultimate Guide to Sales Force Automation: 100-Plus Links and Resources"

March 7, 2008

InsideCRM posted a handy-dandy list of 100 link to various kinds of resources that could be useful to evaluating or getting better use out of SFA systems: “The Ultimate Guide to Sales Force Automation: 100-Plus Links and Resources”http://www.insidecrm.com/features/ultimate-sfa-guide-030408/ A nice example of effective selling (or is it marketing?)On a side note, I’d like to point […]

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"Why cost-per-lead budgets fail and fewer leads are better"

March 5, 2008

Brian Carroll put up a post that aligns perfectly with my own thinking on why “cost per lead” marketing goals and budgets can be misleading at their best, and downright dangerous at their worst. In case you think I’m implying that calculating the cost per lead isn’t helpful – no, tracking cost per lead metrics […]

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Stop Obsessing Over "The Decision Maker"

February 13, 2008

…and start obsessing over the decision-making process. One of the changes in B2B selling is that, instead of decision makers making their own, often arbitrary decisions, purchase decisions today are made through a collaborative process involving multiple people and teams. This has always been a part of B2B sales, but now it’s dominant. The ‘decision […]

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Phone Works’ Q4 2007 VP Sales Comp Report

December 22, 2007

Phone Works offers some useful compensation benchmarking data every year.The report: Q4 2007 VP Sales Compensation Report“Every year in the fourth quarter, Phone Works conducts a compensation survey of “Chief Sales Officers” of business-to-business technology companies. The majority of these businesses are based in the San Francisco Bay Area. Survey respondents include employees of both […]

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