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 →
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 →
It’s that time again. Another month, another quarter start, another second half of the year, in some cases a final close of the fiscal year. It’s either going well, going… 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 →
The numbers are in from CSO Insights. They’ve released their latest 2013 Sales Performance Optimization Study after surveying over 1500 firms of various size and across multiple industries. Since 1994… read more →
There is nothing new under the sun in sales, or so they say. Not so fast. Fundamentals never go out of style, of course, however how we prepare, engage, converse,… read more →
We’re well into March and the pipeline pressure is building; that is, pressure from above to build the pipeline. How’s it going? How you stand now is a very strong… 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 →
In the 2012 Sales Performance Optimization Study conducted by CSO Insights, there is the identification of the Top Sales Effectiveness Initiatives for 2012. The Top 5 are: 1. Revising/enhancing our… read more →
Surprisingly enough, most companies do not have or require a formal Territory Planning Review. What mostly exists is a regular but informal review of a sales rep’s Pipeline/ Forecast either… read more →