Sales

JPMorgan Conference: A Stream of Consciousness Report

The JPMorgan biomedical conference met at the Westin St. Francis in San Francisco the week of 12 January. The opening event of the funding year, this conference serves as a bellwether of funding for biomedical firms for 2009. Even without name tags and the registration canvas totes, it’s easy to spot these “masters of the Universe” (thank you Tom Wolfe.) They are mostly Caucasian men dressed in suits, heads bowed in reading their Blackberry screens as they walk around Union Square with a paper coffee cup clad in its corrugated protector and plastic top…

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Pfizer Layoffs 2009: New Details Emerge and Rumors Abound

Pfizer has announced a new round of layoffs. The cuts target 800 research positions, 556 sales positions in Italy, and nearly 1,000 sales positions in France. I’ve compiled the hard facts that have been reported thus far, as well as unsubstantiated but seemingly credible details on how Pfizer will determine who gets laid off…

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The Professional Confessional: Confessions of a Marketer Moonlighting as a Sales Rep

Each week Mike offers up the biggest mistakes, oversights, blunders and bonehead moves he commits in the fast-paced world of software-as-a-service, where he’s a Marketing Manager moonlighting as a Sales Account Executive (at the same company.) Perhaps, in the process, we may learn a thing or two…

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How to Sell a Price Increase in a Downturn

Mark Hunter of SalesHunter wrote a guest post for the Sales and Management Blog, and it’s a must-read if you’ll be raising prices in 2009…

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Do You Have a Good “Airplane Speech?”

This article comes from John Hirth, a sales process training consultant. When asked the question “what do you do?” responding with “sales training” leads to either misunderstanding or “objections” that will need to be overcome. I’ve learned to respond with something that is somewhat vague and non-specific but that does a good job of creating interest and starting a conversation…

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How to be Great at Sales

I used to think that there was this huge chasm between the average and the top performers on a sales team. While the results may be separated by a lot of white space, the effort required to generate is relatively close. The key difference is the top performing sales executive can have an intelligent conversation with a prospect on a range of topics relevant to the prospect’s business, the average performer can only speak about their solution…

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15 Tips for Confident Cold Calling

Cold calling is an area of selling that many sales and business people can be very uncomfortable with. Here are 15 tips (of 23) that will help you maintain the right sales attitude and be a more confident and successful cold caller…

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Confusing Your Customer? Good Work

It’s your job to educate the customer, right? Maybe not. A truly educated customer might know more about your business than you know yourself. By contrast, a confused customer always needs your help to sort things out. So it may be in your interest to keep your customers a little bit confused…

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