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Doing Business in Asia with a U.S. Mindset

(IE. Beating your head against a wall while people laugh at you in a foreign language.) “Now is the TIME!” “Don’t let the Asian market pass you by!” I see it or hear about it every day in the news living here in Thailand… Asia expansion, the AEC , ASEAN, China, Myanmar, a gazillion people tweeting in Indonesia, banking in …

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Affiliate Blogging. A Strategy That Works

eAccountable has embarked on an aggressive channel expansion working with affiliate bloggers to build high quality content for our advertisers. Most of these blog posts include a bonus to the affiliate blogger for their content creation. While this is guest blogging, we are typically paying for the posts so we must be very cognizant of not negatively impacting a client’s …

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Win-Loss Analysis: What You Don’t Know & Why You Care

Every Day, Deals Are Lost. Do You Know Why? Every day in your sales organization, new deals are moving into your funnel, and some are moving out – hopefully they are moving out of the bottom as closed-won opportunities. At the same time, some deals are unfortunately lost, due to a variety of factors – and that’s just business, right? …

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4 Performance Elements to Win Over Your Sales Leads

Back when I started in a newly created role at a software and infrastructure company, one of the first items I noticed in the (hybrid) product management and marketing team was the lack of clarity in the “buyer decision process” from a customer development-capture perspective, so we proposed a new method to the CEO and senior leadership that would support …

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Sales Activity vs Sales Productivity

Recently, I was talking with a manager of a sales & marketing company who was proud of the fact that her salespeople made between 65–75 outbound calls/day, with the exception of one salesperson that made only 29 outbound dials. When I shared that our sales team of nine sales professionals was able to make over 18,000 dials in 3.5 business …

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Learning Experiences in Business Management

I find that leading an organization, product management, operations, new ventures or marketing requires a few things. Business management requires an inquisitive mind, a need to explore, discovery, an ability to see through clutter, and when facing a scenario that added ability to quickly spot the relevant patterns and issues to then ultimately figure out what is wrong and resolve …

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Lead Nurturing vs Lead Naturing

Nature Or Nurture? Good Leads Are Made Not Born The critical question, especially in B2B companies where Marketing must provide fuel for the Sales team in the form of workable leads, is how to increase that precious flow of prospects really ready to buy. The older, more traditional approach is to invest in advertising and promotional programs that generate volumes …

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5 Steps to better with Financial Management

I just met with a great visionary entrepreneur whose Denver-based business is growing extremely fast. In the first year of business, he achieved more than $1 million in sales. In the second year, he reached $5 million, and now his business’s revenues are well over $10 million dollars. The entrepreneur plans to grow into the Midwest in the next year. …

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Mastering a Job Interview through Solution Selling

Prior to my work as a Job Search Coach/Career Mentor, I ran a recruiting business that offered direct hire and contract staffing solutions to technology companies. On sales calls it was always critical to ask plenty of questions that would allow me to better understand my client’s pain points. This is the basis of solution selling – a consultative approach …

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Sales and Marketing Tips for Start-Ups from a Start-Up

When to Bring in the “Hired Guns” As a career long sales professional and now Co-Founder of the start-up vBENCH, I’m getting the chance to see sales, marketing and business in general from a whole new perspective. (Insert shameless self-promotion here by way sharing with you our business launch press release…) J.T. version 1.x – I am humble on the …