Increase Employee Alignment for Sales Performance Acceleration

Increase Employee Alignment for Sales Performance Acceleration

Nice article by the Gallup Journal entitled Your Employees Don't "Get" Your Brand. Having worked with more than 100 companies over the course of my career, I wholeheartedly agree. From my perspective, there are three reasons why: Companies fail to identify their vision, mission, values and strategic positioning. A lot of senior executives think v...

Tom Smith

Tom Smith

Empathy Helps Obtain Consumer Insights to Accelerate Sales

Having empathy for your customers enables you to get more insights. When a customer, or a respondent in a one-on-one interviews, sees and knows that you care about what they have to say, they will tell you more. Regardless of what the data says, every person has a different story. Are you sincerely interested in hearing it? I believe it's incumben...

Tom Smith

Tom Smith

Listen for Consumer Insights to Accelerate Sales

I was having lunch with a colleague the other day and explaining how I obtain consumer insights from respondents. In the case of insurance agents, I asked them to take me through the process of finding a lead, scheduling an appointment, the appointment itself and how they closed. Since the agents knew I had never sold insurance, they were very pre...

Tom Smith

Tom Smith

Get Consumer Insights by Having "Fresh Eyes"

A lot of people I present my findings to express amazement at the types of things consumers (end users, employees and channel partners) tell me during the course of an interview. In fact, one SVP of sales who had been in his role for 20 years stopped me in the middle of my presentation to explain, "how did you get them to tell you about that, I've ...

Tom Smith

Tom Smith

15 Questions for Channel Partners to Accelerate Sales

Following are 15 questions to consider asking your channel partners in order to get insights that will accelerate sales. Keep in mind a broad definition of channel partners. These may be your employees, your ultimate channel partners, your sales force, distributors or manfuacturers' reps who sell several products or services. Questions should b...

Tom Smith

Tom Smith

Use "Small Data" to Improve Customer Experience and Accelerate Sales

I was listening to a webinar earlier this week when one of the participants was touting the use of "big data" to determine what a company should be offering its customers based on weather. With all of the talk about "big data," don't forget what your can do with all the "small data" you already have on hand. When I began advertising NyQuil 20+ ye...

Tom Smith

Tom Smith