BLOG ROUNDUP FROM THE SELLING POWER BLOG Unite Sales and Marketing to Win the Digital Customer


SHALINI MITHA DIRECTOR, SOLUTIONS MARKETING SAP HYBRIS


It’s no secret that sales and marketing typically work in parallel and rarely together. But, at today’s successful companies, these teams are forging a strong, collabora- tive alliance that enables them to know their audience better, grow sales, and boost loyalty in this age of the connected, empowered customer. A recent SAP study found, “Best-in-class companies that optimize the marketing and sales relationship grow revenue 32% faster.” And, more importantly, “62% of best-in-class companies attain total sales team attainment of their quota.” Historically, the relationship between sales and marketing has been tumultuous, with both sides playing the “blame game” and pointing fingers on the reasons for lost revenue. But don’t bring out those divorce lawyers yet – there is a way to bring harmony. Read More >


FROM THE SELLING POWER BLOG


Five Tips to Successfully Identify if You Have a Team of Top Performers


DIANE POLNOW OWNER & FOUNDER ELITE SALES LEADERS


Do you get frustrated working with people who don’t have the same motivation, work ethic, or desire to succeed as you? Do you wonder whether they are willing to put in the time and effort? Do they have the right selling and interpersonal skills – and are they open to being coached? Do they have the right attitude and level of respect? I understand how it feels. It’s not easy. If you discover you don’t have the team you’d like, then it’s time to make some changes. Don’t wait. Start now. Here are some tips on how to identify whether you have a team of top performers. Read More >


FROM THE SALES LEADERSHIP BLOG


Five Sales Compensation Problems that Need Urgent Attention


Tony had enjoyed introducing me to his clients. He was friendly and had fun spend- ing time talking to everyone. He was relaxed about his job and had been successful for 20 years.


But, back at the home office, the head of sales leaned over his desk and complained


MARK DONNOLO AUTHOR & MANAGING PARTNER


SALESGLOBE


relentlessly about the sales organization. “They’re a pack of lap dogs. They’re not out hunting down new business. They’re just taking orders. They’re overpaid service people.” However, Tony wasn’t the problem; he was just doing what he was paid to do. The


problem was the compensation plan. Challenges with sales compensation can wreak havoc on a business. At the link are five problems with them that require immediate attention. Read More >


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