Check out this answer to the question ‘What is Sales Messaging‘ featuring Tanner Mezel of DSG. The right sales messaging tools and training can bridge the divide between high level… read more →
There’s a current debate in some sales circles around the popular Challenger Sale book and a recent Rain Group report entitled “What Sales Winners do Differently.” The issues are over… read more →
We all like winners and can appreciate superstars when we see them. We admire the superstar athlete who is talented beyond question and helps his team win games. But we’ve… read more →
When Chief Sales Officers were interviewed and asked in 2011 what their top sales priorities were for the coming 2012 year, across the globe they said: 1. Increase Sales Effectiveness… read more →
The numbers are in from CSO Insights. They’ve released their latest 2013 Sales Performance Optimization Study after surveying over 1500 firms of various size and across multiple industries. Since 1994… read more →
As college basketball NCAA Champions get crowned this week (congrats Louisville), and attention shifts to The Masters (the PGA’s next major golf tournament), competitive people paying attention are enthralled with… read more →
There is nothing new under the sun in sales, or so they say. Not so fast. Fundamentals never go out of style, of course, however how we prepare, engage, converse,… read more →
Aberdeen Group research published in 2012, Better Sales Forecasting Through Process and Technology, highlights how top performers better deploy process and technology to achieve not only more accurate forecasts, but… read more →
(from 42 Rules to Increase Sales Effectiveness) So if it’s not about you the salesperson, and it’s not about your products, then what is it all about? Well, who’s left?… read more →
We’re well into March and the pipeline pressure is building; that is, pressure from above to build the pipeline. How’s it going? How you stand now is a very strong… read more →