Psychology Of The Sales Professional
One's attitude has a lot more to do with the level of her/his success than one's aptitude, ability, IQ, education or other factors do. I'd like to get into the details of a salesperson's psychology so that, when it comes to building your team and individual team members...
Smaller Barriers To Increase Conversion Rates
Every online business is focused on their sales conversion, or so I hope. Unfortunately the average online conversion rate is around 3-4%. So why is it that our website visitors, who show interest in our product/service leave without placing that order?
Dealing With Distractions In Sales
In today's business world it is not uncommon for many sales people to work from a home office. At first this may seem like a great opportunity, however, it does create some unique challenges. One of the biggest obstacles is the number of distractions that can take us away from our work and prevent us from achieving our objectives.
PubCon: PPC And Landing Page Optimization Notes
First up is Christine Churchill (who's a great speaker by the way). Talks about how hard it is to create a good ad with such a limited amount of characters for Google ads. Something that an advertiser can do to generate...
Landing Page Quick Reference Guide
A landing page is a website page that is created for one purpose - to persuade the site visitor to convert into a customer by making a sale, completing a form (thereby becoming a qualified lead), signing up for a newsletter, etc. We provide this landing page quick reference...
Sales And Marketing The Six Sigma Way
It's been well documented that quality of collaboration between sales and marketing directly impacts ROI.
The challenge that many organizations face is that their sales process is a black box.
No one except the sales team knows what is going on inside the black box until a proposal or sale happens.
Worse still, 80% of the leads that go into the sales black box are rarely seen again.
This makes it particularly challenging for marketers who are trying to measure their revenue contribution and lead generation ROI.
So what can be done about it?
Process mapping is a well-known technique for creating a common vision and shared language for improving business results.
I had the chance to interview Michael Webb, founder of Sales Performance Consultants and an expert on sales process improvement on his excellent book, Sales and Marketing the Six Sigma Way.
Michael gives some great input on how sales and marketing can use the six sigma process to create better sales and marketing results.
Show AgendaSales And Marketing The Six Sigma Way• How is six sigma relevant to the sales and marketing process?
• How can sales and marketing apply a six sigma process and what are some problems the process can address?
• What are the barriers in helping to create the six sigma
• How do you encourage people in sales and marketing who have tried to create a process that hasn't worked, to give it another shot and how can you help them create one that works?
• Provide examples of companies with complex sales that applied six sigma to the sales and marketing process.
Listen to podcast now (MP3 24 min 5.5 MB)
Brian Carroll is the CEO of InTouch Inc. InTouch is a 50-person company focused on delivering effective lead generation solutions for "the complex sale."
Brian authors the very interesting B2B Lead Generation Blog which focuses on B2B lead generation, sales leads, and marketing for the complex sale.