In American presidential politics there is a campaign tactic often used the month before November elections known as an October Surprise. These may take the form of an international crisis,… read more →
A company with a game-changing product is in a highly competitive marketplace teeming with large and established incumbents and upstart ankle-biters. Part of the sales team is robust and upbeat;… 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 →
Been a busy summer traveling the globe and training enterprise sales teams in Europe, Asia Pacific and both coasts of the United States. Observing, coaching and training salespeople and sales… read more →
As we have written in previous posts, Challenger sales reps, while making up 27% of the general sales population, make up 39% of the top sales producers in organizations. Again,… read more →
We’re deep into summer, the fish are jumpin’ and the cotton is high. Like the great Gershwin lyrics, there’s an easing of sorts in life and business during the summer… read more →
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 →
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 →
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 →
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 →