Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/3133/Why-Crossselling-Fails-The-Ultimate-List.html http://www.evancarmichael.com/Sales/3133/Why-Crossselling-Fails-The-Ultimate-List.html Why Cross-Selling Fails: The Ultimate List is a new blog post from leading sales training company Richardson that begins to build out a critical list of why reps struggle to cross-sell. http://www.evancarmichael.com/Sales/3133/Top-10-Disruptive-Sales-Technologies.html http://www.evancarmichael.com/Sales/3133/Top-10-Disruptive-Sales-Technologies.html What are the 10 most disruptive sales technologies? Jim Brodo, SVP of marketing at sales performance improvement innovators, Richardson, takes a look at the top disruptive technologies in sales and marketing. http://www.evancarmichael.com/Sales/3133/Testing-the-followup-on-great-contentmarketing-campaigns-Most-companies-fall-flat.html http://www.evancarmichael.com/Sales/3133/Testing-the-followup-on-great-contentmarketing-campaigns-Most-companies-fall-flat.html Content-based marketing is on the rise. It’s expected to represent 35% of the marketing budget in 2013, according to the latest estimates, up 84% from 2012. Companies are having no problem cranking out content-based marketing campaigns – with information aimed at positively influencing a customer in some way – but they seem to struggle with follow-up and nurturing leads. http://www.evancarmichael.com/Sales/3133/Challengers-Missing-Link.html http://www.evancarmichael.com/Sales/3133/Challengers-Missing-Link.html The concept of “Challenger” has captured the interest of the mainstream press and social media and sounds appealing to many sales leaders who are looking for new ways to drive business in a slow growth economy. Several voices in our industry have argued against Challenger. My initial reaction was to recognize it as an approach that I didn’t buy into - live and let live. But the interest in Challenger that I have seen has spurred me to add my voice. http://www.evancarmichael.com/Sales/3133/5-Life-Saving-Ideas-to-Save-a-Strategic-Account-at-Risk.html http://www.evancarmichael.com/Sales/3133/5-Life-Saving-Ideas-to-Save-a-Strategic-Account-at-Risk.html One of your strategic accounts is at risk. Do you know how to act fast to neutralize the threat before you lose your customer? http://www.evancarmichael.com/Sales/3133/A-Healthy-Disregard.html http://www.evancarmichael.com/Sales/3133/A-Healthy-Disregard.html When Larry Page, co-founder and chief executive of Google, promised on the company’s Web site to continue to maintain, “a healthy disregard for the impossible”, it brought to mind the smarter vs. harder debate and got me thinking about what I believe it takes to succeed in sales. http://www.evancarmichael.com/Sales/3133/Tweet-Sales-Success.html http://www.evancarmichael.com/Sales/3133/Tweet-Sales-Success.html Using social media in the sales process to accelerate revenue is a hot topic, but it requires an expert balance of art and science. It also greatly depends on your stage of the sales process. How effective are you at selecting the right tools and using them at the right time in the sales process - in a way that delivers value to your prospects, your company, and your customers? http://www.evancarmichael.com/Sales/3133/HiDefinition-Sales-Preparation.html http://www.evancarmichael.com/Sales/3133/HiDefinition-Sales-Preparation.html The changes in selling are profound and require that sales organizations and salespeople adapt quickly. A major area for adaption is preparation, and, fortunately, the tools to prepare at a hi-def level are at your fingertips. http://www.evancarmichael.com/Sales/3133/Scope-Creep.html http://www.evancarmichael.com/Sales/3133/Scope-Creep.html As you and your team get into development and implementation, you find additional needs - small and not so small add-ons that you are asked to provide or are needed to complete the project. When this happens, you, as well as everyone on your team, must be alert to \"scope creep,\" in which the project gets bigger based on new components or needs - but the committed budget stays the same! http://www.evancarmichael.com/Sales/3133/Out-of-the-Mouths-of-Babes--Negotiation-Best-Practices.html http://www.evancarmichael.com/Sales/3133/Out-of-the-Mouths-of-Babes--Negotiation-Best-Practices.html Negotiation Skills start at any age.