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 →
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 →
By Michael Griego A big issue I see over and over again, with even sophisticated sales teams, is the tendency to rush through the “discovery” phase of their selling process.… 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 →
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 →
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 →
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 →