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Sales and Distribution

Anything to do with turning leads into deals: Direct and telesales, channels, distribution, management, etc.

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5 Ways to Blow the Sale with the First Contact

by Kristin Zhivago on May 9, 2013 11:12 AM

I recently posted a freelance web development project on a web development job board. Most of the responses, unfortunately, were perfect examples - of what not to do. Since a lot of sales these days... More »

The salesperson's first test: Making an appointment via email

by Kristin Zhivago on April 3, 2013 11:58 AM

We all use email to agree on a meeting time. Unfortunately it’s terribly inefficient, especially when it’s done incorrectly. A salesperson who is sloppy about it will drive the new, potential client nuts and make... More »

Metrics can tell you what, who, and how, but not why. And why is all that matters.

by Kristin Zhivago on February 20, 2013 12:12 PM

Thanks to site tracking, cookies, and A/B testing, you can monitor and analyze what any person does on your website, and how they respond to your content. So why are companies still struggling to produce... More »

2013: The Identity Silver Lining for SaaS in the Enterprise Clouds

by Mike Desai on February 1, 2013 8:44 AM

The clouds have arrived. Whether public cloud, private cloud or hybrid cloud, enterprises are on-board with their transition to cloud. While cloud hype is still high, the move is clearly afoot and enterprises are quickly... More »

Next on the Menu: ERP Software

by Bob Vormittag on January 28, 2013 2:32 PM

In my previous posts, we examined the ERP software market and specifically, laid out the framework for evaluating vendors and examined best practices for implementing the software. Now, I'd like to take it a step... More »

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What's your most important sales tool when selling something complex?

by Kristin Zhivago on August 1, 2011 10:01 PM

I do a lot of work for B2B companies that sell really complex stuff. I interview their customers constantly. And there is no question in my mind now that THE most important sales tool is... More »

How Customers Choose a Product or Service: Debunking Common Marketing Myths - Part 2 of 4

by Kristin Zhivago on November 14, 2012 11:32 PM

Interviewing thousands of customers about their buying process has convinced me that while the buyer is attempting to buy something he wants, he is also determined to see through any deception or manipulation. Sellers are... More »

Should we be replacing salespeople with Buyer Support Reps?

by Kristin Zhivago on May 16, 2012 8:01 PM

Continuous interviews of buyers have convinced me that buyers have become so successful in creating their own "recommendation engine communities" that they are now able to learn just about everything they need to know about... More »

The FTC Slams SaaS Marketers For Deceptive Continuity Programs

by Chip Cooper on August 17, 2012 7:17 AM

Related Link - SaaS Agreement View my video here . Read my article . More »

Great Software Company Customer Service: Early, Useful, Personal and Fast

by Vadim on December 7, 2010 2:51 PM

Product, marketing or sales strategy do not define a company. Customer service does. If you have a great product but your support sucks, you won’t last long. And if you have great support, even the... More »

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