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When Technology Is an Enabler, Telesales Improves

The old adage is: "Nothing happens until someone sells something." The flip side of this coin, of course, is: "Nobody sells something until someone buys something." Early identification of buyers—lead generation—is a primary and ongoing responsibility of inside sales teams. This activity takes the...

Effectiveness Versus Efficiency: What Happens When Your Sales Productivity Is Maxed Out?

The first time I read Stephen Covey's The 7 Habits of Highly Effective People, I was blown away—it all made so much sense. In that book, Covey talks about efficiency versus effectiveness and gives this example: Efficiency is climbing the ladder as fast as...

Does Customer-Centric Selling Really Pay Off?

OK, class, once more, but this time with feeling: "People love to buy and hate to be sold." How many times and in how many ways have you heard this? That's a question. But the real question is: "Does it matter?" That is, are sellers...

If Your Employees Get No Satisfaction, Watch Out: A Lesson From Herzberg

An academic and researcher, Frederick Herzberg wrote articles focusing upon what motivates employees that have become classics in the Harvard Business Review. He came up with the two-factor theory, namely, that there are "satisfiers" and "dissatisfiers" in people's work. Herzberg found satisfaction and dissatisfaction were...

How Do You Design a Customer-Oriented Sales Compensation Plan?

Several years ago, a down-and-out character was standing at the driveway to our local grocery store holding a roughly printed sign: "Will Work for Food." My comment to my wife was, "What does he think the rest of us are doing?" This may strike...

Can Sales and Service Play Nice? Of Course

Paraphrasing the prison warden in 1967's Cool Hand Luke, we could say, "What we have here is a failure to collaborate." Today's technological advances make communication and collaboration easier than ever. But is copying someone—or, as is too often the case, everyone—on an email...

Sales Performance Is Up–But at a Price

Salespeople are working harder, and they're seeing some payoffs, according to this year's edition of CSO Insights' annual report, Sales Effectiveness Insights—2005 State of the Marketplace Review. For the first time since the dot-com bubble burst, the number of sales reps who meet their...

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