The following conversation was conducted between Dr. Philip Kotler and Dr. Karl Hellman (representing Sales Insights) in early April 2020. *** Sales Insights: Professor Kotler, you have written, “When the COVID-19 crisis is over, Capitalism will have moved to a new stage. Consumers will be more thoughtful about what they consume and how much they […]
There are numerous possible responses by the sales function to the COVID-19 pandemic. Sales executives must formulate a functional strategy as their corporate counterparts do the same. The quick creation of a revised sales strategy not only helps the sales force respond to current realities, but it also lays the foundation for generating critical, frontline […]
Coach K (Mike Krzyzewski) and the Duke Blue Devil basketball team are perennial winners. Same for Dabo Swinney at Clemson. And, love ‘em or hate ‘em, no one can deny Bill Belichick and the Patriots are winners. One thing they (and many other legendary winning programs) have in common is: Winning teams have great leaders. […]
“Equal Pay!” chanted the crowds in New York at the victory parade. The U.S. Women’s Soccer Team had just electrified the world with their fourth consecutive World Cup Championship. And they challenged the conscience of the world by demanding “Equal Pay,” compared to men. Why should they get “Equal Pay?” Because they earned it. Not […]
As a senior sales executive, you live by two principles: Focus and Follow-up. You use the 80/20 rule to identify the largest sales opportunities with the highest probabilities of closing — the “whales.” You focus attention on the whales and relentlessly follow-up doing whatever it takes to close enough of them to make your sales […]
