Sales - Leaders Worth Following

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In this episode, we host Matt Heinz. Matt is President at Heinz Marketing and brings more than 15 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes. His career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty. In 2007, Matt began Heinz Marketing to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth. This episode in a way is very useful for sales leaders and […]

July 7, 2014Podcast, Sales

PBTO6: How to Turn Yourself into a Sales Rockstar

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In this episode, we host Paul Castain, who is the Vice President of Rock Star Development for Castain Training Systems, where he works with organizations and individuals who want to sell more and sell better. He is also the founder of the LinkedIn group “Sales Playbook”, a group with more than 40000 members and one that is totally spam free. In this conversation, we talk about a lot of important topics for the sales executive and sales leaders: We talk about how taking action (starting Sales Playbook group on LinkedIn) has been one of the most important decisions that he […]

June 10, 2014June 10, 2014Podcast

PBTO1: Launching “Pushing Beyond the Obvious” Podcast

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I had earlier announced that I will launch my podcast shortly. Today, is the day when I would like announce the launch of “Pushing Beyond the Obvious” podcast. This is the first episode of the podcast. In this episode, I talk about what this podcast is about and whom is it relevant for. This podcast is relevant to you if: You are an entrepreneur or a CEO You are a manager responsible for sales, marketing, innovation or strategy function in your organization. The podcast provide you insights and strategies on how to push the boundaries of the following functions: Sales […]

January 10, 2014January 10, 2014Sales

Are You Measuring the Right KPI’s for Your Sales Teams?

Jason Jordan, recently published a post on HBR Blog titled – In Sales, Can You Manage What You’re Measuring. In this post, he talks about the KPI’s that sales teams have and if they are the right sets of KPI’s. He also talks about the fact that it far better to measure the lead indicators – “Sales Activities” to better predict and influence the result – “Sales Revenue”. This is a very interesting blog post and brings to focus a very important topic in sales management – How can a manager hold his sales rep accountable BEFORE there is […]

August 14, 2013Marketing, Sales

How (Not) to Demo

Last week I attended a conference, where during the keynote, a cool new product was introduced and someone asked to show a demo of the product. The presenter lost the audience in two minutes flat, not due to the product not being cool, but due to the way the demo was run. I learnt the following from the demo about the art of running demos. I learnt that Talking and showing features and functions does not work anymore. Context is the key ingredient. Ensure that the demo is visible to everyone in the audience. In this case, the people sitting […]