Monthly Archive: November 2011

Genetically Test for Great Sales People!

For years, VPs of Sales and CEOs have been looking for the magic bullet to help select the best sales people, the top 20 percent that bring in 80% of their sales. There are minor industries built on evaluating and testing sales candidates. Including recruiters, testing, and the risk of making the wrong decision, hiring a great sales person can be an expensive proposition.

So with advances in genetic testing, why can’t we test for the genes that make great sales people? Now you can.

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CEOs: Call Your Company – Access to Experts Part II

The other day I needed to get a quote on a service costing tens of thousands of dollars. I visited a website of a well known vendor, spent five minutes trying to find the information I needed, then looked for the contact us page. The “Contact Us” page had no phone number, only an email form. Looking further, I finally found a number and called. VPs of Marketing, what will your CEO find when he calls his own company?

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Trend Spotting: Access to Experts

Recently I wanted a piece of information from a web company for a service in which I was interested. This time I really didn’t want to “read the whitepaper,” so I called for a “demo.” The resistance I had was that this would begin a sales cycle, yet all I wanted was information.

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Resistance is Futile

Like drug resistance for pathogens in evolutionary biology, resistance is evolving and increasing to the ways we market and sell. What if we just provided easy to find, valuable information, for free when our prospects wanted it? Would that be giving into the Borg?

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