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management (8)

Cold Calling Remains a Very Misunderstood Part of the Sales Process

Cold calling is a potent B2B sales tool, but is very misunderstood by sales people and B2B sales "thought leaders". I've included a link to a great article that presents a fairly unbiased review of cold calling.

Posted by by Brian Berlin on 2010-05-30 14:32 0 comments

What the Deepwater Horizon trajedy can teach us about management

As managers, in our hurry to boost revenues, lower costs, and improve results, we can easily turn a blind eye and deaf ear to our own internal voices and the warnings from peers and direct reports. There's a buy-in at some point that it's okay to push people and processes past the breaking point.

Posted by by Brian Berlin on 2010-05-18 22:19 0 comments

Is Prospecting Really a Numbers Game?

There is a way to validate how the number of calls affects the outcome, but it would be impractical to apply. The notion that prospecting is a numbers game is outdated in today's complex selling environment, but that doesn't stop management from believing it's still holds true.

Posted by by Brian Berlin on 2010-05-02 21:17 0 comments

Five Questions to Help Set Realistic Prospecting Expectations

I once had a client tell me there were "a jillion" prospects in their target market. Turns out it was 100 or less.

Posted by by Brian Berlin on 2009-12-16 15:30 0 comments

Your Company Actually Does Need a Consultant

One of the objections that I encounter with prospective clients is the "consultant" label. At the end of the day, consulting does describe what I do, and consultant is the way I describe my business to others.

Posted by by Brian Berlin on 2009-04-11 16:57 0 comments

Trust is the New Business Currency

Here's a company that's winning business away from major competitors like IBM and CA and is funding the growth that accompanies these kinds of wins with pre-paid contracts. What!!??

Posted by by Brian Berlin on 2009-04-05 03:36 0 comments

Management Practice Catching Up with Employee Turnover

Employee turnover is costly, and now it appears there's a trend among companies to tie compensation to employee retention.

Posted by by Brian Berlin on 2008-06-30 04:58 0 comments

The Mentoring Gap

25% of sales managers spend less than 25% of their time coaching salespeople and 10% spend more than 40% of their time selling.

Posted by by Brian Berlin on 2008-06-22 04:52 0 comments

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