An Article from the Economist I thought you might find interesting!

I recently read this article by the Economist “The Art of Selling” (The death of the salesman has been greatly exaggerated), and thought you might find it of interest.

A couple of thoughts! If you sell, manage, or market products and services in a B2B (Business to Business environment) that require the following, I would maintain that “Selling by ‘Human Being’ is alive and well”! Continue reading

How to Align Sales and Marketing Around a 3 Legged Stool

The best of breed are aligning sales and marketing in 3 main areas.

  • A common language
  • How customers make buying decisions, (the buying process)
  • A common sales method

These 3 areas provide the best stability in the alignment of sales and marketing based on a recent study by Aberdeen and were found to lead to 20% sales increases within the best of breed. Continue reading