There are two things I ask to look at first when I am brought in as a consultant for a sales organization. The first is the documentation of their sales… read more →
When surveyed by CSO Insights (2012 Key Trends Analysis Report) to share their Top 3 goals for their sales organizations in 2012, the top vote getters listed by sales managers… read more →
Been a busy summer traveling the globe and training enterprise sales teams in Europe, Asia Pacific and both coasts of the United States. Observing, coaching and training salespeople and sales… read more →
As we have written in previous posts, Challenger sales reps, while making up 27% of the general sales population, make up 39% of the top sales producers in organizations. Again,… read more →
We’re deep into summer, the fish are jumpin’ and the cotton is high. Like the great Gershwin lyrics, there’s an easing of sorts in life and business during the summer… read more →
When asked to “rate your ability to consistently hire sales reps who succeed at selling” over 47% say their company “Needs Improvement”. So says the 2012 Sales Performance Optimization report… read more →
Indirect sales channels are used in many industries, particularly in technology hardware, software and SaaS environments. It’s cost effective and allow for more “feet in the street” who already know… read more →
The age-old nature vs nurture question is back: Are great salespeople born or developed? The implications loom large if recruiters and sales managers need to test and assess the troops… read more →
The Corporate Executive Board’s Marketing Executive Council surveyed over 5000 individuals to determine what customers are looking for in a business-to-business supplier. Interesting data comes out about the drivers of… read more →
No, of course not. Relationship selling – selling through building and nurturing strong personal and professional relationship – will never go out of style. But are Relationship Building sales reps… read more →