The Machine (book)

The Machine > Part 1 > Chapter 3: Re-envisioning the sales function

We commence with the direction of the solution (division of labor) and four key principles. On an otherwise blank sheet of paper, we have a single salesperson. Yesterday, our sales function essentially consisted of a single salesperson. Tomorrow, sales will be the responsibility of a tightly synchronized team. Principle 1: centralize scheduling Our first principle […]

Generating Opportunities

The importance of ‘getting religion’

How to develop an ideology-based business marketing strategy. So you think you’re going to publish a newsletter? Hey, that’s not a bad idea! If you make it an e-mail newsletter — like the one you’re reading now — it’s a particularly cost effective exercise. Your distribution costs are nil. Your publishing costs are equivalent only […]

Managing Opportunities

The corporate newsletter: neglected for years, resurrected at last

Wastepaper baskets, the world over, are full of them. In fact, if there were ever a competition to judge the most self-indulgent of all business communications, the newsletter would have serious competition from only the corporate video for first place! A tragedy, when you consider that newsletters have the potential to be by far the […]

Managing Opportunities

From a marketing department’s perspective, every relationship looks like a sales opportunity!

At best, most marketing communications are irrelevant to most of their recipients, most of the time. At worst, these communications run the risk of damaging the very relationships they are supposed to be cultivating. The problem is, from a marketing department’s perspective; every relationship looks like a sales opportunity. Accordingly, marketing (and sales) people tend […]

Managing Opportunities

Clicks and mortar

How to use the virtual world of the Internet to multiply the effectiveness of your real-world marketing activities. I don’t know about you, but sometimes I feel that managing a traditional ‘bricks and mortar’ business is downright unsexy! Particularly when stories abound of Web entrepreneurs who have reinvented business as we know it (and become […]

Generating Opportunities

A brief introduction to Relationship-centric Marketing

How to sell expensive (or complex) products and services [Listen to a seminar on this subject!] If your organisation sells expensive (or complex) products and services, odds are, you get most of your new clients by ‘word of mouth’ or referral. If you’ve tried your hand at lead generation advertising, you’ve probably discovered that, even […]

Applying Sales Process Engineering

Why you should simplify your engagement model

As many of you know, I’ve been splitting my time between Australia and the US for the last six months or so. I’ve been interested to see that, although I’ve cut my available capacity in Australia by almost half, our volume of Aussie sales has stayed exactly the same (in fact, in recent times it […]