Knowing they need their front line sales force to develop relationships with executives to gain access to bigger budgets and differentiate themselves from the 5 other players who can do similar things, many B2B companies are retooling their sales and marketing organizations to be more consultative in their selling approach. This is generally accompanied by another major objective to round ... more »
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This Month
Month Archive
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Thursday, January 17
Consultative Selling May Lead to Fewer Sales and Unhappy Customers
by
Scott Santucci
on Thu 17 Jan 2008 09:32 AM EST
Wednesday, December 12
Are Your Sales People Stupid?
by
Scott Santucci
on Wed 12 Dec 2007 11:29 AM EST
Come on, admit it. It’s what you think, isn’t it? If I had a dollar for every time I heard “our salespeople lack the skills or ability to (insert any of the following: cross-sell, sell higher, sell to value, get ahead of the RFP)” I would be a very rich person. But are selling skills really the problem? Most B2B ... more » Friday, December 7
A Quest for Vision: Structure Ahead of the RFP?
by
Scott Santucci
on Fri 07 Dec 2007 07:31 PM EST
It used to be that sales people, could hit their numbers by responding to inbound inquiries (leads, RFI’s, RFP, etc) from various companies within their territory. Now, however, these same reps are forced to develop opportunities from scratch as go-to-market models are increasingly more account–based than in the past. In addition, most firms are finding their win rates for unsolicited ... more » Tuesday, October 24
Transform Sales and Marketing through Lessons Learned from the Industrial Revolution
by
Scott Santucci
on Tue 24 Oct 2006 07:16 AM EDT
The industrial revolution happened over a period of about 200 years starting in the mid-1700’s and lasting to the mid-1900’s. The core pattern of this period was the application of mechanical methods to meet the needs of the many in a more scalable, cost-effective way. For example, the first industry to kick off the industrial revolution was textiles. In the ... more » Tuesday, October 10
News on Eleven: Feedback on Value Propositions
by
Scott Santucci
on Tue 10 Oct 2006 06:00 AM EDT
Wow! It’s really been a crazy two weeks since I posted "Do Your Value Propositions Go to Eleven?" On September 20th. Weak value propositions are a huge issue….. We've recieved a tremendous amount of calls and feedback from issues raised from both sales and marketing professionals. I've talked about messaging, sales alignment, sales and marketing models, and movies ... more » Monday, October 9
Former META Group Analyst Dean Davision to Moderate Outsourcing Vendors Blog Site
by
Scott Santucci
on Mon 09 Oct 2006 03:35 PM EDT
Due to the high interest in the subject-matter on "A Perfect Conversation: Achieving Competitive Advantage One Account at a Time" and the number of dialogs we get into about how to make our observations relevant, we will be launching topic specific sites, starting today. Dean Davision, industry thought leader and former META Group analyst and I will be discussing ... more » Thursday, August 31
The CMO Revolving Door – And How to Stop It Before Hitting You on Your Way Out
by
Scott Santucci
on Thu 31 Aug 2006 04:11 PM EDT
Marketing leadership should consider their increasingly fast job turnover as a major indicator that something is seriously wrong with the profession. CMOs must shed the prevailing wisdom of classic marketing ideas and determine how they can add value to their internal constituents. Leveraging structured frameworks to organize feedback, marketers should get a measure for the perceived value contribution they offer in their company and use that as a base for a transformation program. more »
Monday, August 21
An Introduction to Business Drivers: Improve Organizational Effectiveness
by
Scott Santucci
on Mon 21 Aug 2006 05:46 PM EDT
Understanding business drivers is a fundamental requirement to avoiding being a C-rate Consultant. There are 8 core business strategies companies take to accelerate growth, improve margins, or boost the relative value of the share price. This is an introduction into the fourth of those eight strategies. Definition An organization’s ability to respond to risks or competitive threats, exploit opportunities, or ... more » Monday, July 3
Sales is from Mars, Marketing is From Venus: The Business Implications of the Sales and Marketing Alignment Problem
by
Scott Santucci
on Mon 03 Jul 2006 12:38 PM EDT
You’ve heard it before many times, the seemingly endless “he said, she said” debate between sales and marketing. Many CEO’s feel like they are counselors and could write John Gray’s next relationship advice book “Sales is from Mars, Marketing is from Venus.” Clearly, the “counseling” approach isn’t working, as the “divorce rate” between software companies and their marketing ... more » Thursday, June 29
Metrics that Matter: Some Telling and Useful Sales and Marketing Efficiency Metrics
by
Scott Santucci
on Thu 29 Jun 2006 05:00 PM EDT
To develop a world-class sales and marketing organization, you must be able to:
1. Understand how your customer’s buy from you
2. Clearly articulate the value your customers are realizing from your offering
3. Develop a repeatable process to help facilitate the customers buying process
4. Assign measurable accountability to other groups besides sales
5.... more »
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