“I HATE CRM!”

Marc Miller Uncategorized 2 Comments

  Yesterday, I spoke to the head of Sales Ops for a large technology company (Managed Cloud Services) who mentioned his company is a large Salesforce customer (2,500 licenses). I casually asked him how his salespeople felt about Salesforce, and out flowed some . . .  strong comments. “We survey our salespeople annually about their experience with CRM.  And they …

The Ostrich Manager

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  A recent e-mail from a Sales Engineer illustrates on how leaders are often the biggest barriers to new innovations: Hi Marc, I just watched the overview video on CCM (Commercial Conversation Manager), and love the concept.  I was an early adopter of a Smartpen that recorded audio in meetings,  and today use an iPad App that is not as advanced …

Why the iPad Pro Matters to Every Sales Professional     

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“The iPad Pro is the tool we dreamed about when we first built CCM for Sales Professionals.  With this new machine, Apple finally empowers salespeople to take their business interactions to a whole new level.” Here are 10 reasons why the iPad Pro + SpearFysh is worth your attention. #1   Perfect Memory:  Every conversation preserved forever. #2   Voice Search:  Quickly retrieve any …

How Apple Is Transforming Field Sales

Marc Miller Uncategorized 1 Comment

  In case you haven’t noticed, Apple is about to permanently change the field sales profession.   This is classic Apple with a twist – technology that not only delivers better human experiences, but better human interactions. It all starts in November with the release of the iPad Pro, the soon-to-be indispensable tool for field sales professionals. Here’s some background. …

The Anatomy of a Commercial Conversation

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                    Every day, Salespeople, Marketers, & Professional Services engage customers and prospects in conversations. We call these Commercial Conversations when they are specifically linked to revenue generation. For example: Market Researchers interview customers to create new insight & messaging. Complex Salespeople qualify, discover, & persuade to create demand. Professional Services consult …

What is a Commercial Conversation Manager?

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In our last post, we discussed the problems associated with lack of visibility into sales conversations.   Sales opportunities are enormously costly and valuable, yet there is very little data around what actually transpires during sales conversations.  With no data, the measurement of sales call quality is nearly impossible.  That makes sales performance very difficult to improve for Sales Managers who …

Making Sales Training Stick via CCM

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I’m a big fan of what many of the Sales Training firms (MHI, CEB, CCS, SPI, Richardson, Corporate Visions, Force Management, etc.) are doing to drive more discipline in selling. Yet, every seasoned Sales Leader understands the Achilles Heel of sales training – too much unknown around field execution. Creating new sales messaging & delivering a cutting-edge training methodology is …

Book Review: The Challenger Customer

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In the commercial sales world, it’s difficult to find any material that introduces new models or competencies that translate to sales impact.   In their new research-based work, I believe the Challenger authors have accomplished just that.  Although the material actually runs counter to some of their previous work, they have broken new ground for Sales & Marketing Leaders looking for …

What China’s Economy & Your Sales Org Have In Common

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China’s economy is a lot like most Sales Organizations in the United States. Here are a few lines from a recent WSJ article: ——————————————————————————————————————————– For All Its Heft, China’s Economy Is a Black Box For sheer clout, China’s economy outweighs every country in the world save the U.S. But on transparency, it remains distinctly an emerging market, with murky politics, …

Apples & Oranges

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Notetaking vs. Sales Call Knowledge Management. The way we capture the salient information in a sales call is the lifeblood of the revenue we produce. Accordingly, there is no shortage of methods for capture: paper and pen, tablet, laptop, Word, Excel, Evernote, Salesforce, etc. The bottleneck with each of these is being limited to the meager notes you can capture …