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Memo from the Field: November 2006

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Memo from the Field. Monday, November 27, 2006. What are we waiting for? To the rep, where everything has to be done right now (calls, sales, closes) waiting sucks and since reps for the most part run their own little shows, when something needs to be tweaked we can just do it on the fly. We just don't understand what takes so long, especially when the solution is obvious. That should definitely be pointed out. Posted by The Responsible Party. Thursday, November 16, 2006. We sell - What? Now maybe you're...

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Memo from the Field: April 2008

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Memo from the Field. Wednesday, April 09, 2008. Jeffrey Gitomer has it wrong. If you read any business blogs or papers, you’ve probably seen Jeffrey Gitomer, he’s all over the place giving his (pretty gruff) advice on sales and his big tag line is always: “People hate to be sold, but people love to buy”. If they “loved to buy” why is so much time taken up presenting, convincing, cajoling and overcoming objections? Does this sound like something you sell? You heard it here first. Subscribe to: Posts (Atom).

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Memo from the Field: June 2010

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Memo from the Field. Tuesday, June 15, 2010. An (almost) Converted Liberal. Being the open-minded guy I am, I've been reading some of the Tea Party information and, once you exclude the really bizarre and/or overtly racist rhetoric, there are some pretty appealing ideas. The idea of a smaller, less intrusive Government and lower taxes really interests me but I've got a problem that I can't figure out how to solve. The Bernie Madoff ponzi scheme,. The financial meltdown/derivatives-caused recession,.

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Memo from the Field: June 2008

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Memo from the Field. Monday, June 09, 2008. Why do companies hate their customers? This is one of those “well, duh” issues, I guess, but the dichotomy between what companies say and what they do is simply astounding to me. Much like what the dichotomy between what politicians say and do. And we all hate politicians, but we can vote against companies (and their practices) with our dollars and yet, apparently, we don’t. For instance, how are rebates. Not a “bait and switch”? Did we say that was $49.95?

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Memo from the Field: March 2008

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Memo from the Field. Thursday, March 27, 2008. The Metrics of Metrics. We all know that using metrics in a sales organization can be a great thing. After all “what gets measured gets done”, and there’s lots of things we need to get done in sales. But there can be pitfalls to metrics, too. And don’t be afraid to change. If something starts working for one area of the company or one geographic location, spread it around! Posted by The Responsible Party. Subscribe to: Posts (Atom). The Metrics of Metrics.

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Memo from the Field: February 2009

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Memo from the Field. Thursday, February 26, 2009. Are Sales Leads worth anything anymore? When corporate offices are trying to help salespeople sell, they give them lists of leads; companies have sprung up in all industries selling lists of leads. You can buy lead lists sliced and diced any number of ways – want to know the names of all the females living in Sandusky who have 2 kids and a household income between $36,700 and $63,700? We can get that. What about the Why? Why do people buy? All of this the...

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Memo from the Field: August 2010

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Memo from the Field. Thursday, August 12, 2010. Corporate Cluelessness – part 3000. I’ve written about Fidelity before, as they are the repository of my kids’ 529 plans (through no fault of my own). About a month ago I get an e-mail telling me they now have on-line withdrawal capabilities. Yippee – no more convoluted phone system! You’re going to mail me a check and I’ll get it in about six days? Correct me if I’m wrong but isn’t the on-line experience supposed to be easier and faster? Subscribe to: Post...

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Memo from the Field: When I don't sell, I'm miserable. When I do sell... I'm miserable.

http://memofromthefield.blogspot.com/2011/07/when-i-dont-sell-im-miserable-when-i-do.html

Memo from the Field. Tuesday, July 12, 2011. When I don't sell, I'm miserable. When I do sell. I'm miserable. Anyone who's been in sales for any length of time, knows what it's like to have a dry spell - a slump. You find yourself pressing, begging, cajoling. Selling a piece of business is a lot like getting a girlfriend* or finding another job - if you've already got one, it's easier to get another one. If you don't have one, you come off as desperate. You're miserable. As far as girlfriends are concern...

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Memo from the Field: Prudential vs. Veterans

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Memo from the Field. Saturday, September 18, 2010. Prudential vs. Veterans. The headline of the recent Bloomberg story. Could just as easily have been: “Credit Card companies profit from Veterans! 8221; because they charge 21% interest to Veterans and their families. Wait, doesn’t everyone pay 21%? Another big deal in the Bloomberg article is the fact that “a secret deal” was made to take advantage of veterans. How many contracts and amendments to contracts are signed by the Federal gover...Yeah, to me m...