Who needs HR?Why is it that 80% of workers are dissatisfied with their jobs (according to Deloitte’s Shift index survey)?
Why are sales people not meeting their sales goals?
I would suggest that the answer to both questions points to the company culture. Continue reading
Today’s Business Environment Requires a Different Approach in the Business-To-Business MarketIt is time to be honest and face some facts. Our current business environment is more transitional than economically depressed. Companies today are operating very lean prompted by the economy yet finding efficiencies worthwhile and within best practices. The first fact is this: decision-makers no longer have the time or patience to be sold. They are still willing to buy however but only from the right individuals.
Sales have always been and will remain succeeding on relationships. The question today is, who is in the best position to develop and cultivate this relationship? This further begs the question, who has the right to meet with the decision-maker? The second fact is this: Sales person relationships with clients are fragile. Real relationships are established with the customer-service team who are actually providing the service. These associations are solid often leading to real business partnerships as business service relationships should be. Continue reading
Here is another view“Know your competition” is still being touted by the (alleged) sales and marketing experts. An article in a recent Inc. Magazine even tells in detail how we can legally snoop on our competition. All this chatter begs the question for me: Why? Continue reading