(from 42 Rules to Increase Sales Effectiveness) The products sold in the marketplace, whether to businesses or consumers, are broad in scope, complexity and value. As salespeople we are selling… read more →
Here’s a summary listing of our Top 10 Sales Messaging Problems. They are common and they are the fault of salespeople, sales management, marketing and sales departments. They need not… read more →
In traveling to Asia Pacific, Europe and throughout North America, we work with sales teams with various approaches to effective sales messaging. Some teams use extensive but tired scripts to… read more →
Enterprise customers do not necessarily buy today because of the company and brand impact. Only 19% claim this to be the main reason for their purchase. Another 19% claim it’s… read more →
Here we go again. Assuming a calendar fiscal year, it’s a new season, a new quarter. 2012 numbers have long been finalized. Recognition and achievement awards have almost all been… read more →
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 →