CSO Insight’s recent Sales Optimization Report reveals that salespeople are knowledgeable about their products. However, there are clear weaknesses when it comes to effectively understanding buyers, cross-sell/up-sell, selling value and… read more →
It’s an age old question: Do I spend more time researching companies before I call them or do I make more “cold” phone calls? This topic is too much debated.… read more →
Mention sales systems and one typically thinks of IT, CRM and/or processes. Mention sales leadership and one may think of strong, effective salesmanship and/or heroic management overseeing the sales troops… read more →
Saw an interesting article recently about the role that CEOs should play relative to sales deals. Essentially, it emphasized that top executives should stay focused on forging company strategy, setting… read more →
So now you’re ready to document your sales process “playbook.” A playbook is just as it sounds—it’s a notated game plan of steps, actions and tools used to facilitate the… read more →
There are 4 Big Things that impact selling success. These are not just for 2011; they are timeless. If you get these right as a salesperson or sales manager, then… read more →
It’s mid-December as we confront the end of another sales quarter and calendar year. We see the finish line through the busy Christmas break and final year-end wrap-up. When all… read more →
At this time of year as we track the baseball playoffs (go Giants since my Dodgers are down and out) and college and pro football favorites (and Fantasy teams), we’re… read more →
Today marks the launching of Top Sales World, an international online sales community that educates, supports and connects sales professionals globally. Top Sales World features the best in sales tips,… read more →
When we hear news reports of personal and corporate falls from grace (read HP’s Mark Hurd, IBM’s Robert Moffat, Tiger Woods, BP, etc.) our reactions may range from “How could… read more →