Sales

The Customer Centric Approach: Connecting Marketing & Sales. Mike Bosworth, famed author and speaker, has worked with TMCA to help sales and marketing executives refine how they sell complex and intangible services such as transportation and logistics. A key is getting sales and marketing to effectively work together. (Members Only Center, Click "Archives") > More

Buying into the Definition of Selling. Michael Bosworth, Co-Founder and Managing Partner of CustomerCentric Systems LLC, has been a consultant to TMCA and spoke at 2004 TMCA Annual Conference in Palm Springs, Calif. He firmly believes that if we want to get Sales and Marketing both to enable the selling process, we should come up with a definition of selling on which both agree. (Available to all Web site visitors) > More

The Wisdom of 80/20: Words from Joe Calhoon
Apply the 80/20 rule to your team. If your whole team is spending 80% of its time to get 20% of its results, don't you suppose there's some work in there that could be eliminated or reduced? Do you think investing a little bit of time to eliminate a lot of unnecessary work would be helpful? Of course it would! Joe Calhoon shares some advice on how to apply this universal rule to get results. > More

Earning The Right To Sell Your Solution. Once you get agreement on anywhere from one to four of these usage scenarios, then you’ll ask the buyer if, with those, they could improve forecasting accuracy. If they say “Yes,” then you’ve earned the right talk about your solution. Because it’s now the buyer’s opinion—not the salesperson’s. Then learn from Michael Bosworth how to create sales-ready messaging that will make the sale. (Available to all Web site visitors) > More

Internet CRM Needs the Human Touch. The Internet's development has been a boon for marketers, but sales are not enough - smart marketers have long known the value of long-term customer relationships. Learn what this means. (Available to all Web site visitors) > More

The symbiotic relationship between marketing and sales. Nothing happens until something is sold. Yet, without the Marketing Department, the sales force would not have the leads, the collateral, the market intelligence, or the pricing to sell. How can you best make this relationship work? (Members Only Center, Click "Archives") > More

Tools that help drive sales and secure the deal. Whether it's direct mail, sales collateral, e-Marketing, media relations, advertising, or new media, if you use the right tactics, your sales will soar. (Available to all Web site visitors) > More

Internal communications and training. Case study on how Delta Airlines turned employee learning into a game. (Members Only Center, Click "Archives") > More