There’s a rekindled debate going on about a tired topic: sales process. With new emphasis on the buying process and alignment and technologies driving process and sales enablement, the whole… read more →
In addition to good probing skills during the early stages of the sales cycle, qualification skills are fundamental to effective selling. Many a deal has moved down the sales cycle… read more →
The biggest mistake that sales reps make in sales meetings is mismanaging the discussion flow and failing to appropriately extract enough valuable information from the customer. This is easier said… read more →
With due respect to the time-tested 4 P’s of Marketing (Product, Place, Price and Promotion), it’s time to lay out and articulate the 4 P’s of Selling, particularly for business-to-business… read more →
It’s the 3rd month of the calendar year. We’re less than 90 days into 2014 and it’s already clear who’s going to have a great year. (If you’re on a… read more →
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 →
In the past year there was a 13% increase in the average annual investment per salesperson. So says the CSO Insights research study – 2013 Sales Performance Optimization Sales Process… 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 →
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 →
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 →