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 →
According to recent breakthrough research by the Corporate Executive Board, today’s effective salesperson needs to be a Challenger – a teacher, a provocateur of sorts, a thinking man/woman who is… read more →
So you want a sales meeting with the prospect’s CEO? Not so fast. While a decent strategy, don’t venture out when you’re not prepared. Senior executives don’t suffer sales fools,… read more →
They should be teaching this stuff in schools. Not just for future professional salespeople, but for those who will someday work in finance, engineering, marketing, law, medicine, even education and… read more →
We still maintain that you can conduct an effective 90-day salesperson or sales team upgrade without a lot of money, fanfare or wholesale change-out. It’s done through 4 core areas… read more →
When asked how many new prospecting calls the Inside Sales team made each day, the Director of Sales of a client firm proudly stated that every team on her sales… read more →