Category Archives: Sales

The False Data About Sales

The False Data About Sales

By | Sales | One Comment

The subject of selling, like any other subject, is full of false information that has been perpetuated over the years. This false data may be partly responsible for the poor impression people have of sales, a true profession and very needed life skill. “False data” is information that is not factual, but is accepted as truth and passed along like wisdom. Read More

20151107 HBR Picture

Chart of the Week: The Sales Skills Employers Are Looking For

By | Sales | No Comments

About 30% of job profiles for sales positions included “develops sales leads” as a top competency prior to the year 2000. Fast-forward a dozen or so years later and only 8% of profiles state the same. On the flip side, today’s sales jobs increasingly require that candidates prioritize tasks through thoughtful analysis, embrace strategic vision, and learn the business. Importantly, it’s not that today’s salespeople aren’t expected to develop leads or deal with multiple tasks. Rather, as Frank V. Cespedes and Daniel Weinfurter explain, “yesterday’s sales strengths have become today’s minimum skill requirements.” For hiring managers, this means constantly reviewing changes to the market in order to advertise for positions and hire competitively. Read More

Use These 3 Analysis Tools to Prepare a Killer Business Plan

Use These 3 Analysis Tools to Prepare a Killer Business Plan

By | Business, Management, Marketing, Sales | No Comments

Mission planning in the SEAL Teams always took one of two routes: deliberate or hasty. Deliberate planning assumed a longer term approach (greater than 48 hours) whereas hasty planning was for anything within a 24-hour period — with some missions as soon as now.

While both planning methodologies entailed the same three criteria — time, resources and requirements — two significant differences determined which approach to use: the immediacy of the demand (essentially, the threat) imposed by the enemy (or competitor), and the accuracy of information we had to plan. Read More

19 tricks stores use to make you spend more money

19 tricks stores use to make you spend more money

By | Marketing, Sales | 33 Comments

From supermarkets to department stores, retailers employ clever techniques designed to get you to spend more.

Stores are carefully engineered, and every aspect of the design has a highly specific purpose — from the background music to the interior wall color.

To become more of a savvy shopper — and to cut your bills substantially — start by recognizing these subtle yet common store tricks.

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Salesforce — not a VC firm — is now the top investor in one of the hottest tech industries

Salesforce — not a VC firm — is now the top investor in one of the hottest tech industries

By | Business, Management, Sales | No Comments

This might just be one of the best-kept secrets in Silicon Valley’s venture-capital scene: Salesforce, the $50 billion cloud software maker, is beating all VC firms in funding some of the largest private cloud software companies in the world.

According to investment bank JMP Securities, Salesforce had the largest number of companies under its portfolio from JMP’s annual “Hot 100″ list, which tracks the best private companies in the software industry. Read More