With all due respect to Michael Bosworth, author of Solution Selling, it’s long past time to rethink “solution selling” or any of the legacy sales methodologies. Both the selling world… read more →
There is natural aligning of the 5 attributes of a Sales Superstar (see Rule #12) in my book 42 Rules to Increase Sales Effectiveness and the 5 sales rep types… read more →
As we’ve recently addressed the process and purpose of the Territory Plan (and its lacking across many sales organizations), let’s now confront the many faces, facets and formats of the… read more →
A Manager owned land and territory with many customers of his products and services. He left his domain for a while under the care of three overseers. The first was… read more →
Something about this time and season for salespeople. The end of the calendar year is in sight yet there’s still time for sales hope and a strong finish. And while… read more →
In the 2012 Sales Performance Optimization Study conducted by CSO Insights, there is the identification of the Top Sales Effectiveness Initiatives for 2012. The Top 5 are: 1. Revising/enhancing our… read more →
Surprisingly enough, most companies do not have or require a formal Territory Planning Review. What mostly exists is a regular but informal review of a sales rep’s Pipeline/ Forecast either… read more →
In American presidential politics there is a campaign tactic often used the month before November elections known as an October Surprise. These may take the form of an international crisis,… read more →
A company with a game-changing product is in a highly competitive marketplace teeming with large and established incumbents and upstart ankle-biters. Part of the sales team is robust and upbeat;… read more →
Many companies today are making big bets on big ideas; that is, large investments to drive meaningful change and growth strategies. This strategy change could be a new product, a… read more →