Applying solution selling in today’s increasingly well-educated and often justifiably cynical buying environment requires a profound change in mindset and selling (and marketing) behaviour that many companies never manage to properly master - but the ones that do usually reap substantial rewards.

Too many businesses feel that it is Year Three of the recession. And they have tried everything but nothing really seems to work. So what’s going on? The list is endless. The well is dry. People aren’t buying like they were. There are more, cheaper competitors. Customers can do it themselves, or they can wait. Advertising doesn’t work anymore. Networking is an empty promise. Social media is just so much hot air. Strategy is all very good but what about some sales now?

Online reputation or ‘e-reputation’ is of vital importance. A brand or person’s perception online in today’s age can have a startling effect not only on their web habits but also in their everyday lives. It is therefore important for brands to take as many precautionary actions as possible to ensure that their business is not damaged by bad online press. Even though no amount of preparation can completely prevent or control external issues which may arise, taking steps to safeguard your business is highly advisable. Here are 3 steps which will help:

CSO Insights have just released their eagerly-awaited annual review of the state of sales performance - reflecting detailed inputs from over 1,500 sales organisations from around the world. Their latest report suggests that B2B sales leaders could and should do more to equip their sales people to succeed through more relevant and effective training.

I admit it. I’ve been guilty of promoting the benefits of sales and marketing alignment as if they were self-evident to everybody involved. I’ve quoted studies that suggest that better sales and marketing alignment is a key priority for CEOs. I’ve spoken to hundreds of marketers who genuinely believe they could do a better job if they were able to work more closely with sales - and of course they are right. But here’s the problem: many sales leaders (and sales people) see concepts like “alignment” as yet another fluffy marketing idea, along with the latest expensive and irrelevant re-branding campaign.

There is the stereotypical story of the entrepreneur who sees their industry and realises that the way their customers are treated has to change. The story of Ceri Smith and Sean Thornton, who now run Eze Fitness, a gym chain based at 8 sites across the UK, is one such story.

Do you waffle your way OUT of business? Do you drone on about how great you are or how great your services are? Do you focus so much on trying to get your message across that you don’t listen? If you think this might be you, even on some occasions – read on!

Coming from somebody who has consistently sought to promote the value of focus and process in all matters connected with B2B sales and marketing, the above headline may strike you as bordering on the perverse. But bear with me. It’s just that no sales process can be successful unless it is based on a deep appreciation of your prospective customer’s buying process.

Happy New Year to you all. Let’s be honest - for many of our customers and clients, 2012 is shaping up to be a tough year. A year in which they are going to be reluctant to spend money unless they can see a clear return. And, just as many of us are having to rein back from seasonal over-indulgence by going on a diet, I’m going to suggest that your most important New Year Resolution must be to Fight the Flab in Your Pipeline…

There’s an end-of-quarter scene that’s about to be played out in companies across the world. The sales forecast so confidently predicted at the beginning of the quarter has been steadily eroded. Deals have dropped out, fallen in value or lost to a competitor. The quarter is at risk. Management is under pressure. Then - at close to the last minute - the superhuman efforts of one or a handful of your best sales people rescue the situation. The heroes are applauded. And then the process starts all over again.