| November 29, 2012 |
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- Why top leaders should participate in large sales efforts
It makes sense for CEOs to get involved with the very largest sales that their companies are attempting to make, writes Bill Rosenthal of Communispond. "That's because the company has to deliver a proposal that provides mega-value, and creating such a proposal requires contributions from its many units or departments," he writes. "The CEO is the only person who can lead this effort." Additionally, it's a good idea for your company's various departments to collaborate with their counterparts in the company to which you are selling. SmartBrief/SmartBlog on Leadership
(11/28)      
- The sales ship needs ownership on board
Resellers and providers that leave sales and strategy in the hands of contractors are taking an unhealthy business approach, writes Kendra Lee, who argues that owners need to be a proactive part of operations and ensure the company's strategy is being followed and adjusted as needed. The VAR Guy
(11/28)
- Use strategy, not price, to close big deals
The key to closing big deals without competing on price is to find a way to support your customers' strategic goals, according to an excerpt from the book "How to Close a Deal Like Warren Buffett." You can accomplish this by putting yourself in your customers' shoes and figuring out what sorts of fears and threats they are dealing with. Inc. online/Explosive Growth blog (free registration)
(11/27)
- Why sales specialists and account managers don't always get along
Despite the value that sales specialists bring to the table, there is often a contentious relationship between these individuals and account managers, writes David Brock. These disagreements may arise out of arrogance or because of a lack of clarity regarding organizational roles, he writes. These relationships may also fail if account managers are too territorial, he writes. Partners in Excellence Blog
(11/27)
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- Revolving lines of credit are expected to be down this year
Revolving lines of credit will likely have dropped in 2012 because of fewer issuances and more companies seeking other forms of funding, such as the corporate bond market. Thomson Reuters reports that corporate credit lines issued in the loan market were $787 billion as of Nov. 14, compared with $1.28 trillion for all of 2011. "The conventional wisdom is that everyone was waiting to see what happened with the [presidential] election," says Richard Pollak of Troutman Sanders. Now the "fiscal cliff" is seen as a deterrent, Pollak says. CFO.com
(11/28)
| This Week's Sales Cartoon |
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 | 60% of the buyer's journey now happens before your Account Executive interacts with a prospect."
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| SmartBrief on Sales Partners |
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Recent SmartBrief on Sales Issues:
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- Tuesday, November 20, 2012
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