Author Archives: don.gray@salesengineeringgroup.com

Sales Hasn’t Changed

I hear much discussion about how sales has changed.  There is a new paradigm out there.  Buyers are different.  They have more knowledge.  They are smarter.  They enter the buying process farther down the selling process.  I hear that sales … Continue reading

Posted in Marketing, Sales | Tagged , , , , , , , , , | Leave a comment

Aligning your selling with the prospects buying process

Blog Response to “How B2B Social Sellers Align With Their Buyers – fm SmartBrief Online I have been an advocate for years that what governs our selling is not our sales process but rather the customer’s buying process. I reviewed … Continue reading

Posted in Sales | Tagged , , , , , , | Leave a comment

How to ensure success when transfroming your sales team

This is an excellent article that defines how to ensure that you transform your sales team into the selling approach you want. Transformation must be lead from the top. It must be practiced from the top. And it must be … Continue reading

Posted in Entrepreneurship, Sales | Tagged , , , , , , , , | Leave a comment

How to Drive Predictable Sales Results

Over the many years that I have been in the sales world, I have learned that there are three things that, when put together effectively, can drive very predictable sales results. Many sales leaders that I talk with can’t believe … Continue reading

Posted in Entrepreneurship, Marketing, Sales | Tagged , , , , , , , | Leave a comment

Connecting Marketing and Sales for improved revenue performance

Getting marketing and Sales to work well together will probably be a challenge forever but some organizations are making serious progress at overcoming this traditional roadblock.  The article in the link shown below offers three good suggestions on how to … Continue reading

Posted in Marketing, Sales | Tagged , , , , , , | Leave a comment

Building a funnel for both marketing and sales lead development

Lead development is still a very big topic. With the new automation levels with tools and the web and all, it is still critical to define what a lead is. With the automation not only of e-blasting for lead development … Continue reading

Posted in guerilla marketing, Internet Marketing, Marketing, Sales, social media marketing | Tagged , , , , , , , | Leave a comment

Sales Process: Help or Hindrance

I just finished reading Kendra Lee’s recent post on Sales Process: Help or Hindrance.   http://www.thevarguy.com/2012/08/01/sales-process-help-or-hindrance/ I found it interesting for several reasons, but I want to share my perspective in two areas.  While Kendra’s main focus is on sales process … Continue reading

Posted in Entrepreneurship, Marketing, Sales | Tagged , , , , , , , | 14 Comments

Your Sales Responsibilities as a Small Business Owner

Small business sales challenges Recently I met with two business associates of mine whom I have known for a few years. The story that unfolded about their business and what they have decided to do about it is something that … Continue reading

Posted in Entrepreneurship, Hiring, Marketing, Sales | Tagged , , , , , , , , , , , , , | Leave a comment

Hiring Sales for your Startups or Small Business – Part 2

Here is Part Two of my discussion on the Best Practices for Sales Person Recruitment.  In the First Part, we discussed the key requirement of Job Profiling or Benchmarking and setting up your Recruitment Process.  These are your first two … Continue reading

Posted in Hiring, Sales | Tagged , , , , , , , , , , | 3 Comments

Hiring Sales for your Startups or Small Business – Part 1

After my initial preparation of this blog, I realized that its length was too long.  So I have broken this into two parts.  Part one will cover my first two points of building a job profile and discussing the recruitment … Continue reading

Posted in Entrepreneurship, Hiring, Sales | Tagged , , , , , , , | 4 Comments