From Cold Calling to Social Calling

There are two aspects about cold calling that make it an imperfect demand creation technique. 1. The cold caller hates to do it. 2. The prospect hates to receive it. As someone that has put in his fair share of time interrupting busy executives with my solicitations, I can confess that this most unnatural of [...]

The Competitive advantage of a Social CRM

Successful businesses are always looking for an edge against their competition. After all, as Thomas Freidman has told us the world is flat, so it isn’t unusual for Asian and European companies to compete for business in the United States. Traditional e-commerce efforts that push or pull traffic to a corporate website have proven to [...]

The Three Best Sales Books You Need to Read

I have been asked what the best books on selling are on more than one occasion. Obviously I am predisposed to Rick Page’s Hope Is Not A Strategy, seeing that I worked for the man for over two years. That notwithstanding, it is perhaps the only primer you need on strategizing a multi-vendor, multi-decision maker, [...]

A Report from the Field

As many of you know – I went from sales consulting to sales management a couple of months ago. I thought I would take this opportunity to share my report from the field. 1. Senior Sales People won’t create their own demand. I have found this to be more the case than I originally thought. [...]

Help Wanted: Talented Sales Representatives

If you follow this blog and know anyone who might want to work for me in my new position as DVP of Sales at Ceridian – please let me know. I need some talented people! After reading some of my posts – it shouldn’t be hard to see what I am looking for…. scott.miller@ceridian.com Ceridian [...]

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