Our Blog

The Creation of a blog requires proper planning and research, especially if you want it to get attention online. Breaking through the noise of competing blogs can be a challenge, but when you understand the importance of providing the right content to the right audience; it becomes at little simpler. You need strong sales and marketing alignment in order for your marketing team to produce the most relevant and interesting content for your target market.

The Confident Seller

Sales floors are packed with hard-chargers. Many reps have dynamic, forceful (confident) personalities that allow them to command a room. They are so vocal that others may have to cut them off to get a word in. This physiological sales enablement solution helps them to deliver long-winded pitches. They are resilient, and therefore able to deal with the ups and downs of the industry. They have high-energy, which keeps them motivated and enthusiastic to engage with prospects throughout even the longest sales cycles.

In business we see it time and again when a company decides to launch a brand new sales enablement initiative. Marketing churns out a bevy of fresh collateral: sell sheets, PowerPoint presentations and more. They post it all onto a shiny new sales portal and give reps access. The company waits for the money to roll in. It never does. The sales reps stick to the stuff they’ve written out themselves, and rarely even touch the portal. The whole team deems the sales content management initiative a failure. 

Human lives are carefully constructed around a hardwired inclination to avoid pain and suffering. If we’re lucky enough to have the resources, we stay indoors during tornados and we don’t drive during ice storms. We lock our doors when a madman is on the loose, and our countries build up national security. We earn paychecks and keep savings accounts. We visit doctors for regular checkups, buy food to eat, keep clean water to drink, and the list goes on.

We don’t wait for a momentous life experience to share a story with 1,000 of our closest friends. We’ll shout from the Internet’s rooftops about almost anything. When we hire a photographer and receive the photo proofs, we thank them publicly on Facebook and share every last one of the copies on Flickr. We post on Yelp to complain about poor car rental service and we mention the name of the representative involved in the mix-up. We Instragram a nice lunch at a new restaurant and link it to the restaurant’s page. We Tweet 140-character complaints at airlines when our plane is taxied for too long on the runway.

Over the years, many effective salespeople have learned to collect and withhold their best sales tactics to improve their own sales performance and meet their own quotas. If they’re feeling especially charitable on a particular day, they may give insights into what’s working for them to their closest colleagues.

It’s a feeding frenzy approach, where every sales person is on his or her own, forced to run, fight and bite to win a sale. If you give big enough bonuses to “top dogs” and create enough fear in low performers, this approach may work for some time, but it’s not conducive to real sales force growth. Sales team contests are not real sales enablement tools.