Having already conducted multiple company Sales Kickoff Events this month, the 2014 trend is becoming clear: Reps are getting better, yet it’s getting harder to sell. It’s like climbing a… read more →
Effective salespeople get people to communicate with them. It’s not always easy. You leave a message, send an email, then wait for something, anything that lets you know they know… read more →
We have a saying: “Strategy is great, but execution is everything.” Now think about that. We all know companies with great products that have failed. It’s often a breakdown at… read more →
They say that nice guys finish last. Really? In sales, nice guys can finish first and win the deal. Of course, turkey salespeople can win deals sometimes too. But more… read more →
Everyone sells and for the most part everybody knows how to sell, whether intuitively or from professional experience or training. The key today is in truly optimizing how you sell… read more →
You want a high performing sales organization? Focus on account penetration, customer retention, specific sales call planning, drive internal feedback, and focus training in teaching product, market, customer and competitor… 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 →
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 →