Topic Teasers Vol. 5: Agile Sales Teams

Question: We are totally committed to agile in our production teams, but is there any way to use the agile philosophy for a sales team?

A. Agile was written by software developers, and any attempt to move it outside of that sweet spot has proven unsuccessful.

B. The agile philosophy is appropriate for any group that needs a flexible approach to providing increased value to the organization through a collaborative approach.

C. Since the Scrum methodology includes software prototyping, testing and rework, salespeople must learn enough code to experience those parts of the agile process to use it.

D. The agile philosophy is appropriate for any group that needs a step-by-step solution that can be replicated by each team in the organization to provide product consistency.

Read More

IT and Sales Force Automation

A major reason for Sales Force Automation system implementation problems is that the two involved communities–IT and sales–view it from vastly differently perspectives. These differences have resulted in SFA systems that are rich in features and capable of doing many functions–but that are also complex and intuitive, which makes them difficult to learn and incorporate in the daily routine.

Read More

The Psychology of Sales Marketing and the Human Mind #infographic

Emotions and biases can and do influence our buying decisions (whether we realize it or not). A brand name, special offer, and immediate gratification can make a deal much sweeter. Eight out of 10 buying decisions we make are based on emotion. So with just 20 per cent of these decisions devoted to pure logic, it only makes sense for marketers to know the psychological factors that sway us toward a specific brand or product.

Read More