Perhaps one of the most important areas of your organization to rethink is your organizational structure. It often sounds radical to some and boring to others, but the reality is that what works well in one stage of business will almost never work well in its next and yet, most organizations leave the same structure in place for years and often pay a dear price.
As of 2015, the millennials are the largest segment of the workforce. They learn differently, work differently and think differently than previous generations. And as Generation Z begins to enter the workforce, many sales organizations will have four generations working side by side. Is your company well positioned to handle the needs of your Millennial sales representatives?
PI blogger Ryan Sauers in this video, explains the stages that leaders, marketers, salespeople and communicators MUST embrace to reach the highest communications success possible. This video (less than 2 minutes) has #RyansRemarks on successfully communicating in a rapidly changing and short attention span world.
Depending on the research you read, upselling an existing customer is between seven and 20 times more cost-efficient than trying to win a new client. However, many sales people could do an awful lot more upselling activity. What follows is a quick list of nine easy ways to upsell.
Today’s case is ADP, the global provider of payroll and other human resource services with operations in over 10 countries.
Yes, new business is a simple as 1, 2 and 3. The problem has been for most that the order is often incorrectly applied, or subsets are inserted that deflate the process and invalidate the program. So the simple 1, 2 and 3 becomes, 3, 1 and 2, plus 2a, 3b, 1f, and so on!
A salesman dials a prospect and received the dreaded, "May I ask what this is regarding?" That frontline employee has been instructed to block calls from those evil salespeople. How rude. How unprofessional. How annoying when it’s not our customers who are doing this? It’s us. In this week’s blog, Bill Farquharson takes call-screeners to task.
Every year, I took on the duty of targeting and ultimately winning five new accounts that were “top 10 worthy.” This was not easy for me because I was not a natural salesman. I also wasn’t a big fan of being sold to, which meant I had a rough time making the hard sell to others.
If, as the owner of a printing company, you suddenly decided to stop showing up for work, could the business carry on without you? It’s a serious question, and the answer speaks volumes about how well prepared you will be for the decision that every owner eventually has to make.
Judging by the amount of attention paid to strategic planning throughout the business press and business schools, it’s easy to conclude that the one necessary ingredient to an organizational success is a well-crafted strategic plan. Yet, over many years of consulting I’ve come to realize that little could be further from the truth.
