Tagged with sales

The Company Version of the Dunbar Number

Way back in 1992, Robin Dunbar estimated a limit on the human ability to maintain stable relationships. This limit is known as the Dunbar’s number, and it has a value around 150. “Dunbar’s number is a theoretical cognitive limit to the number of people with whom one can maintain stable social relationships. These are relationships … Continue reading

Sales Experience Trumps Product and Price

Hey, I am not making this up, nor did I just search for some esoteric data that supports my argument either.  I have believed this for a long time; Marketing and Sales need to work, together, to create buyers, focus on establishing relationships and solve the jobs customers need to do most. In order to … Continue reading

Relationships are Critical, but there is More

Last week I was not very nice to an author who focused on data, and not trust as the ‘tie that binds’ regarding relationships. You can agree, or disagree, but the current thinking is that engagement builds trust, trust is the basis for a relationship and a relationship is the basis for…hmmm, for what? Why … Continue reading

Social CRM and the Tinkerbell Effect

The Tinkerbell effect describes those things that exist only because people believe in them (source wikipedia). I suppose I could make this really controversial and slam Social CRM as simply in existence due to vendors, and people like me who talk about it. It would be quite easy to simply state that customers are more … Continue reading

Sales is Ready for Social CRM, are you?

There have been some really good conversations, and thought provoking questions in the SCRM Pioneers Google Group, the latest topic “Is Sales ready for social media?”  got me to thinking. The real question to me is: “is Sales is ready for Social CRM?” By just just focusing on Social Media, it sounds like marketing and … Continue reading

People. Process. Results.

Good day to all! This post was supposed to be done yesterday, however, I was a bit waterlogged! For those not located on the east coast of the US, Boston picked up between 5 and 7 inches of rain, and if that was not enough, I traveled to  New Jersey to enjoy the rain….again. I … Continue reading

Rapid Social Sales Response by Intelligent Aggregation

This is a follow-up post from last weeks interview with Dharmesh Shah, Co-Author of Inbound Marketing and Founder of Hubspot, The series itself leads up to an even in Boston on March 23: Bridging the gap between Social Media hype and business value, sponsered by BrainSell. In addition to Dharmesh, we have an equally compelling … Continue reading

Managing the Lead Cycle in a B2B Sales Model

A new report by Aberdeen group found that 80 percent of B2B marketing organizations admit they’ve lost revenue due to misalignment between sales and marketing. Among other issues, the report cites lead management software and tools as a key enabler of finding success when it comes more efficient routing of leads. While the technology is … Continue reading