Some Things Shouldn’t Be Automated

Written by on . Posted in Career & Profession, General Sales Topics No Comments

Automated Robot

I’ve been helping someone, a long-time and very successful sales professional in his late 50’s, find a new sales job. Now, he is very good, very experienced, and has won every possible sales award at every job he’s ever had. His negative? He doesn’t stand-out in today’s computer search / keyword-based job application process. “Statistics show that approximately 50 percent of mid-sized companies and almost all large corporations use an Applicant Tracking System (ATS) to screen candidates for job opportunities.”

I’ve been in the computer-assisted automation business for a long time, and I know how it can benefit users in many areas, sales and customer relationships being the two I am most conversant with. Shared information, cybernetic analysis, process management, standardized language, computer metrics, etc. etc. etc. All have great value when properly designed and implemented. But some things just shouldn’t be automated.

Continue Reading

The Week In Review – August 18, 2013

Written by on . Posted in General Sales Topics, Week in Review No Comments

Adoption

A couple of weeks ago, I suggested that you should click the Comment button at the end of any article and let your opinion be known. Today, let’s go one step further – why not write and submit a complete article? We would love interesting and well-written articles (despite what you’re thinking about certain spelling anachronisms, we do have standards) appropriate to the sales professionals. Just click the Contact button in the top nav bar and tell me your idea in a couple of sentences or send me the article and I’ll respond promptly.

NEW THIS WEEK

Monday – Why Would You Let CRM Adoption Be Optional?
Reports of CRM implementation failures abound, but do you hear anything about accounting system failure or process-control system failure? No, because adoption and use are mandatory to assure the efficient operation of the company. Then why do so many companies tolerate optional adoption of CRM?

Continue Reading

The Week In Review – August 11, 2013

Written by on . Posted in General Sales Topics, Week in Review No Comments

Social Tools

No new Friday article this past week. Why, you ask? Ed screwed up. As punishment, I am being forced to read all three books of the 50 Shades of Grey trilogy this weekend. Weep for me.

But before I do, I have to get this Review out to all of you.

NEW THIS WEEK

Monday – Stage-Based Forecasting – Why Won’t This Concept Die?
What is it they say – the more things change the more they stay the same? Even the most cutting-edge sales processes can fall victim to old-fashioned thinking. Witness High-Velocity Selling and Stage-Based Forecasting.

Wednesday – Where Did Sales 2.0 Go?
Professional sales people are generally early adopters of anything that might help them win more. So whay aren’t they using the Sales 2.0 tools that are available?

Continue Reading

Where Did Sales 2.0 Go?

Written by on . Posted in General Sales Topics, Miscellaneous General Sales Topics No Comments

Social Tools

Here are a couple of excerpts from The Sales 2.0 Gift Horse, a blog by Nigel Edelshain. He’s describing some preliminary work he was doing for a client to see how Sales 2.0 might help their business.

“After playing with the client’s accounting software for a fun few hours I managed to get a list of their top 100 accounts by revenue for the last year. Opening this list I thought I’d take a look at how their sales coverage was on account number one. What had they done to sell more to this top account?”

“One thing I found in the CRM system was the name of this account’s head of marketing.”

“So then my habits kicked in. I typed this head of marketing’s name into LinkedIn. But he was hard to find. I typed in his name and the name of this account into LinkedIn’s search function. I did not find him.”

Continue Reading

The Week In Review, August 4, 2013

Written by on . Posted in General Sales Topics, Week in Review No Comments

chess-game

They give me one chance a week to say something that isn’t a retort, and I was thinking that this week I’d use that to air a pet peeve. The HUB is a site for sales professionals, but it should also be by sales professionals. Now, I’m not saying that the contributors here are not sales professionals – they are (although there are days …). But they’re not the only sales professionals. What about you? Don’t you have an opinion, also?

Well, CLICK THE COMMENT BUTTON! It’s at the end or every article, and you can become an instant celebrity with your own byline.

NEW THIS WEEK

Monday – Introducing Sales Forecasting with ASPEC – Part 1
Forecasting in ASPEC is simple, automatic, versatile, and accurate. With the sales cycle model and IBO analysis, you automatically get accurate probabilities. And with three forecasting methods available, you can pick the one that best fits your business.

Continue Reading

The Week In Review, July 28, 2013

Written by on . Posted in General Sales Topics, Week in Review No Comments

ASPEC Series - Forecast Part 1

My favorite stories every week are right here at The HUB, but there was one this week that came close to breaking that dictum. “Backhoe stolen from construction site and used to break into bank.” What makes it so much fun was that the thief was able to rip the ATM machine out of the wall of the bank, but then, even with a backhoe, he couldn’t get the cash. Pretty frustrating to put in all that effort only to find your tools are not up to the job.

At The HUB, we’re all about sales tools and we cover a lot of them this week, from selling-friendly cameras to how-to books.

NEW THIS WEEK

Monday – When Is a Phone Not a Phone?
The convergence of mobile devices continues with new products from Samsung. The Galaxy NX is a serious camera with a touchscreen, Android operating system, and 4G connectivity. The new Galaxy camera is a phone, reversing the trend of a phone being a camera.

Wednesday – Book Review – Mastering Major Account Selling
Drs. Richard Ruff and Janet Spirer have written a short, very compact e-book with the imposing title of Mastering Major Account Selling. They have stuffed a surprising amount of valuable information into a very tight package, one that requires the reader to bring his or her own brain to the party.

Continue Reading

Book Review – Mastering Major Account Selling

Written by on . Posted in Books, General Sales Topics No Comments

Mastering Major Account Selling

Mastering Major Account Selling is a free e-book by Richard Ruff and Janet Spirer of Sales Momentum, a sales training company, and it is available at their website, along with a smartphone app.

The title is an imposing agenda for any book, and immediately my mind went to a 400-page text with research and examples and lessons and case studies that would take a semester in college to read and understand and absorb, to say nothing of writing a review of it.

Instead, I found a 25-page expanded list of things to do in major account selling – a very complete and valuable list, at that. Think of it as the condensed version of the 400-page text. If I were highlighting all of the important points as I read that textbook, this would be my compilation of the yellow lines. It would be in my briefcase, and I would review it from time to time and try to better understand and apply the principles.

Continue Reading

The Week In Review, July 21, 2013

Written by on . Posted in General Sales Topics, Week in Review No Comments

Re-Defining CRM

Just got a text from a friend who is trapped in a local hofbrauhaus and I need to go to his rescue immediately. Apparently he’s being held hostage by multiple fräuleins armed with Beck’s, and threatening to make him drink it! Being the daredevil that I am, I must rush to his aid armed only with my credit card.

But first, let me tell you about the week at The HUB.

NEW THIS WEEK

MondayFree Sales Automation Done Right E-book Part 5 – Conclusions
The final installment in the 5-part e-book edition of Sales Automation Done Right presents the conclusions resulting from this rigorous examination of sales automation. And that conclusion? Effectiveness is the key – selling better against well-armed competition.

WednesdayA Sustained Growth Model Through Re-defining CRM
In the future, the meaning of Customer Relationship Management will move beyond integrated apps serving discrete departments and sharing information to integrated strategies, tactics and execution plans that are inculcated into organization’s value chain.

Continue Reading

The Week In Review, July 14, 2013

Written by on . Posted in General Sales Topics, Week in Review No Comments

ASPEC - Products Filter

Some excitement this week in Toronto, headquarters of The HUB. We needed boats to get to work! No, we’re not living the life on some private island, we just got a little rain. Over 3.5 inches (90 mm) in a few hours on Monday night. Commuters were evacuated from trains by boat and the streets were better described as channels.

But you know none of that stopped us from bringing you new and compelling articles. Slowed us down a little because it’s hard to type while treading water.

NEW THIS WEEK

Monday – Manage Your Sales Channels With ASPEC’s New Global Product Filter

SalesWays is releasing a new Global Filter capability for ASPEC that allows users to quickly and easily set consistent filters across all sales channels and products for all views. Slicing and dicing ASPEC data has never been easier.

Wednesday – Sales Tech Talk – Samsung Galaxy Note 8 First Review

We take an in-depth look at the Samsung Galaxy Note 8 from a sales professional’s perspective. In this episode, William Ng gives his rundown of the specifications and some hardware and app features.

Continue Reading

The Week In Review, July 7, 2013

Written by on . Posted in General Sales Topics, Week in Review No Comments

ASPEC - Sales Cycles

Salesforce.com has been in the news recently. First, there was the “integration” deal with Oracle that some are speculating might be a stalking horse for much broader cooperation and/or amalgamation in the future. Then this week Salesforce announced its official withdrawal from its LinkedIn group and the launch of its integrated support forums. This stuff has big time interest for all of us here because SalesWays, The HUB’s sponsor, is launching its Salesforce.com add-on in a couple of months, and we tend to think “what’s good for Salesforce …”

Stick around. Maybe we’ll get someone to write an article about all of this. In the meantime, here’s what went on this past week at The HUB.

NEW THIS WEEK

Monday – The Sales Process – “All the World’s a Stage …” (Part Two)
In Part Two of the series, we complete the stage metaphor for the sales process, we look at how the various components of a play have their analogue in selling, and how it all fits the Opportunity Portfolio Management process.

Continue Reading

Social Network