There’s a growing trend in the sales kingdom. It’s ad-hoc sales messaging. Not necessarily bad if you’ve got a hot and compelling product. Certainly some sales teams can still be… read more →
CSO Insight’s recent Sales Optimization Report reveals that salespeople are knowledgeable about their products. However, there are clear weaknesses when it comes to effectively understanding buyers, cross-sell/up-sell, selling value and… read more →
It’s an age old question: Do I spend more time researching companies before I call them or do I make more “cold” phone calls? This topic is too much debated.… read more →
Mention sales systems and one typically thinks of IT, CRM and/or processes. Mention sales leadership and one may think of strong, effective salesmanship and/or heroic management overseeing the sales troops… read more →
We see a lot of salespeople who are seasoned and experienced in sales and account management. Likewise we see a new generation of reps who, by all appearances, have the… read more →
Saw an interesting article recently about the role that CEOs should play relative to sales deals. Essentially, it emphasized that top executives should stay focused on forging company strategy, setting… read more →
So now you’re ready to document your sales process “playbook.” A playbook is just as it sounds—it’s a notated game plan of steps, actions and tools used to facilitate the… read more →
There are 4 Big Things that impact selling success. These are not just for 2011; they are timeless. If you get these right as a salesperson or sales manager, then… read more →