I recently trained a Confectionery Company’s national sales team. I also recently trained a well-known Winery’s national sales team. Plus I recently trained a high-growth Enterprise Software Company’s international sales… read more →
I had an executive ask me recently if it was normal for several members of his young sales team to be playing ping pong at 10:30 in the morning. He explained that he inquired… read more →
By Michael Griego Along with the common misunderstanding that great salespeople are naturally born rather than nurtured, there’s a common corollary misunderstanding that great salespeople naturally become great sales managers.… read more →
There’s a necessary meeting every week that drives both sales reps and sales managers to mixed levels of anxiety and frustration. It’s the weekly Forecast and Pipeline Review meeting. This… read more →
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 →
It’s been going on for some time now. The evolution of sales teams toward a more granular segmentation of selling units. What started out naturally is now a fast-moving phenomenon… 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 →