Archive | Sales Performance

Why Reps Can’t Sell. It’s the (Selling) System, Stupid!

Two words for sales reps trying to get time with Pete Sattler, CIO of International Flavors & Fragrances: Lotsa Luck. You’ll need it, because you won’t get past his defenses aimed at avoiding time-wasting reps that pitch “feature bingo.” During his two decades of experience with sales reps, he’s also seen all the tricks designed […]

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Shopping Experience: New Normal is Mobile, Omni-Channel, and Mostly… LOW Prices!

I’ve been following the retail analyst reports over the past few weeks. One summed up the holiday shopping season as “ho hum,” due to lack of hot products, bad weather and one fewer weekend during the holiday shopping season. Overall, “bricks” are losing out to “clicks.” A ShopperTrak report found 2.7% YTY revenue increase during […]

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Say goodbye to social silos. SAP Jam adds "work patterns" to support a collaborative business

“Social” is a term that can be used in so many different ways. In our personal lives, being social means connecting with other people, sharing, and being part of a community. We’re not necessarily trying to get something done, just being social is enough of a reason to post on Facebook, Twitter, Instagram, etc. Oh, […]

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Predictive Analytics is the Future of B2B Digital Marketing

Over the past 10 years or more, B2B marketing has essentially been defined by process automation, including lead generation, nurturing, email campaigns, and so on. The big driver: buyers are increasingly turning to digital channels for self education and, let’s be honest, to avoid talking to those pesky sales reps. Does this mean RIP, sales […]

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"Art vs. Science" — A false choice in sales success?

Over the past few years there’s been a lot of talk about “Sales 2.0″ as making sales more “scientific.” And, to a lesser extent, more “social.” Both requiring more use of technology. Given how customers buy, it’s hard to argue that companies shouldn’t be more scientific. But I think sales “art” could stand for improvement, […]

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