Sales Process Feed

13 Critical B2B Metrics – Measuring Key Revenue Drivers

In God we trust. All others must bring data.” – W. Edwards Deming

I spend lots of time talking to CEOs and B2B marketing and sales executives, and many do not have a good handle on how they are doing on their key performance indicators (KPIs). It’s like Goldilocks: Some are measuring too little, some are Metricsmeasuring too much, and some are measuring just the right amount but not using the data effectively. A minority are not only collecting the right data but also using it to gain competitive advantage.

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When a New CMO Meets the Sales Manager, Sparks Fly

IStock_000008113130Small“What can I do for you today?” Cyndi asked the new CMO as he settled into the chair facing her.

“It isn’t what you can do for me,” Tom said. “It’s what can I do for you.  While I’ve only been on the job for a few weeks, maybe there is something Marketing needs to do for you,” he said with a bemused smile.

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If You don't have a Sales Process, You're Participating in a Lottery - Mike Alexander on CRM Radio

Without a Sales Process Your  Business is a Lottery

Vintage Mike Alexander doesn't sugar-coat the issue of companies without a sales process. 

 In a discussion with SLMA Board Member Michael Alexander of the Private Trustees Management Group, he said, "If you can’t describe your company’s sales process you don’t have a business you have a lottery!" 

Alexander reminds us that companies should review the marketing and sales process to the same degree as they review and improve manufacturing. “Everyone does a high five,” he says, “When manufacturing improves its efficiency by a point or two and yet marketing and sales run fast and loose with few serious measurements in place.”   The host is Jim Obermayer

Thoughts from Alexander:

I have two questions I always ask business owners who seek my advice:

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Do you have a business or a lottery?

In a discussion with my mentor and SLMA Board Member Michael Alexander (PrivateTrustees.com) we discussed how many companies lack a real sales process definition and he said, "If you can’t describe your company’s sales process you don’t have a business you have a lottery!"
Alexander also believes, "Ask someone to describe their business and they will describe their manufacturing not sales." He reminded me that companies should review the marketing and sales process to the same degree as they review and improve manufacturing. Everyone does a high five, he says, when manufacturing improves its efficiency by a point or two and yet marketing and sales run fast and loose with few serious measurements in place.
It was an interesting session. --Jim Obermayer