sales

The Night after Christmas

Well, another year has all but come and gone and, sadly, so have many dreams of selling stuff at full price. So it's a good time to reprise a holiday favorite here at The Bulb, with apologies to the anonymous authors who penned it in the mid-19th century (and invented the modern idea of Santa Claus in doing so).

Also, you can listen to this post as a podcast:

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Does Sales Value Lead Scoring?

I’m pleased to share some smart advice from Kathryn Roy, Managing Partner at Precision Thinking, a consulting company that addresses three key areas for B2B sales & marketing teams — primary research, strategy, and sales enablement. She’s worked with some of the most successful B2B companies including IBM, Avid, CA, Constant Contact, and Lotus, and has published in HBS Working Knowledge, MarketingProfs, and Mass High Technology.

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The New Revenue Engine: Drive Predictable Revenue by Managing Your Revenue Machine

Any revenue-focused executive who can’t reliably deliver on his or her revenue commitments will soon be out of a job. Yet according to CSO Insight’s 2010 Sales Performance Optimization study, only 52% of sales reps met quota in 2009, and companies achieved only 78% of their revenue plans. As a result, CEOs and their executive teams at public and private companies faced tough questions from their boards about their ability to deliver consistent, predictable revenue – and more than a few lost their jobs.

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Green Marketing: Light Up Sales

“Green marketing” usually refers to using an environmental pitch to sell a product. A car creates less pollution, a paper product is made from recycled content, and so on. Results of appealing to environmental sentiment have been mixed. On one hand, the Toyota Prius has sold better than would be justified purely by the economics of the premium-priced vehicle.

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The Night after Christmas

(You can listen to this holiday favorite as a podcast!)

'Twas the night after Christmas, when all through the store
Every employee was working at an annual chore: 

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What Were They Thinking?

(NOTE: This essay draws on a chapter in my new book, Bright Lights & Dim Bulbs, which identifies nine radical branding and marketing insights for innovative business leaders to watch in 2010).

It's hard not to dish on some of the year's deliciously insane marketing and advertising ideas.

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Customers Who Return Products – Not as Bad as We Thought?

There’s been lots written about customers who deserve to be fired. “Bad” customers call customer service constantly, return products willy-nilly, and otherwise misuse the gifts that corporations bestow on them with their products and services.

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The Permanent Sale

Jos. A. Bank is running a big sale this weekend. Wait a minute, it seems that it runs a big sale every weekend. Buy one, get two free. 50% off all merchandise. There are endless permutations of the deal, but they all center on putting the store pretty much in permanent fire sale status.

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Increasing Sales Leads: Thought Leadership with Marvin Miletsky

In a down economy, what changes to lead generation can B2B sales and marketing professionals do to increase sales? Our next interview in the B2B Marketing thought leader interview series (a series covering the entire revenue cycle, from the earliest stages of demand generation and lead management to the pursuit of revenue and customer loyalty) seeks to find these answers with 35+ year sales veteran Marvin Miletsky, co-author of Perspectives on Increasing Sales (along with James Callander).

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Customers Are Talking: Retailer Zara Relies on Ground-level 'Specific Knowledge' to Forecast Sales

Andrew McAfee’s blog is a great place to learn about how businesses can gain competitive advantage by their use of IT. But yesterday he took a left turn and discussed business situations where data crunching is not helpful to decisionmaking, and I loved it.

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