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Introduction to Lead Management

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Generating leads is an important B2B marketing goal, but what happens once those leads are in the pipeline? This blog post addresses the challenge of lead management. Brian Carroll defines lead management, explains why it is so important in the complex sale and outlines the various elements in lead management, including people, process and technology.

Becoming Key Enablers of IoT: Value-Added Services by CSPs

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Becoming Key Enablers of IoT: Value-Added Services by CSPs Explosion Of Devices: The Internet Of Things In my last blog, I spoke about how Big Data is appearing to be the innovation panacea and focus of the moment and how Telcos as well as Communication Service Providers (CSPs) can use Big Data to merchandise the moment.  Another phenomenon and term being bandied about quite often lately is the Internet of Things (IoT) and how it will revolutionize the way CSPs interact with customers to drive profitability, impact internal productivity, operational efficiency, and more.

Samsung attacks Chinese rivals with new mid-range Galaxy phones

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With Chinese vendors coming out with high-spec phones at affordable prices, Samsung is hitting back with two handsets sporting “metal unibody” designs that’ll be targeting consumers in China with mid-range prices.Samsung announced Friday the Galaxy A5 and the Galaxy A3, a pair of Android smartphones. China was the only market the company specifically named of the “select markets” where the phones will be available starting November.

Sales Pipeline or Pipe Dream

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Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates, the salesperson fabricates and the CFO wonders how she can run a company when the sales department isn’t able to accurately forecast sales. 
So what’s the answer?  There are several reasons for inaccurate sales forecasting, however, the two below are the most common I see when working with sales organizations.   

Surround Yourself With Success

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Do you want to be successful? Alright – that was obviously a rhetorical question.
Since I know you want to be successful, it’s imperative that you surround yourself with success. You’re probably familiar with the following quote:
“You are the average of the five people you spend the most time with.”

How to Have a GREAT Sales Day, Everyday!

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SALES QUESTION:
 
"How do you stay motivated, day in and day out?"
 
 
 
 
 
SalesBuzz Answer:
 
Back in the late 80's and early 90's there was a popular mantra being touted by Motivational Speakers:
P.M.A.
P.M.A. Stands for: POSITIVE. MENTAL. ATTITUDE.
The pitch was, that having a POSITIVE MENTAL ATTITUDE (P.M.A.) would lead you to higher sales and success. 
In theory, having a positive attitude should generate better results than having a negative attitude would. 

HP Awarded $116 Million Contract Extension to Enhance California Offender Management System

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[Marketwired] - HP Enterprise Services today announced that the California Department of Corrections and Rehabilitation has signed a $116.5 million agreement for HP to continue managing the state's Strategic Offender ...

Microsoft adds more to Azure

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Software giant Microsoft said today it has added a number of additions to its Azure offerings.
At a conference in Barcelona, Jason Zander, VP of Azure, said that it will release Azure “Operational Insights” which combines HD Insight and MS System Centre to gather and analyse machine data across clouds. more»

Is Your Email Prospecting Hyper-Focused or Haphazard

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Recently, I had a conversation with a client that echoed an increasingly common refrain I’ve been hearing from salespeople and sales managers.
“Kendra,” the client started, “we’ve been executing email prospecting for a while and we’ve been experiencing great results, but suddenly we’re finding it very difficult to generate responses. I think we’re doing everything we need to do, but our response rate is dropping and we’ve only secured three new appointments in eight weeks. Has the strategy for email prospecting changed? Is there something I’m missing?”

“Business is Good” Syndrome and How it Destroys Business

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It’s amazing how far a number of companies and sales teams have come in the last couple of years.
I’m having many more conversations with sales leaders, CEOs and others who are telling me business is outstanding and life is good.
When I hear comments like this, I get scared for one simple reason.
People are not paying attention to what is happening out there, and at the same time, they are benchmarking their success off the dismal results from a few years ago.

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