Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

the ceo magazine, marketing,
Martyn R. Lewis, Author, How Customers Buy…& Why They Don’t.

As Peter Drucker so notably stated, “The purpose of business is to create a customer”. Drucker went on to tackle the notion that to provide a return to shareholders is akin to breathing for the human body. Just as you must breathe to live, so must a business make a profit and a return to its shareholders. But just as the purpose of life is more than breathing, the purpose of business he argues, is more than making money. The purpose is to create a customer, because what do you have without a customer? You might have a fine research center or a noble philanthropic organization, but you don’t have a business.

The COO of my consulting firm years ago used to start staff meetings with 5-15 minutes of small talk. Although he intended to promote socializing, the adverse consequences were late-arrivers, difficulty in focusing on serious discussion at the start of the meeting, and low energy throughout the remainder of the meeting.

the ceo magazine, sales,
Mark Welch, Founder, Street Savvy Sales Leadership

I view sales productivity as a journey, and a never-ending one at that, because there are always new ideas emerging, changes in the market and advances in technology that can help boost results. (Just think about what LinkedIn and other such platforms have done over the last few years, for example. They have turned the networking and recruitment market on its head.)

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