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 →
Aberdeen Group research published in 2012, Better Sales Forecasting Through Process and Technology, highlights how top performers better deploy process and technology to achieve not only more accurate forecasts, but… 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 →
Indirect sales channels are used in many industries, particularly in technology hardware, software and SaaS environments. It’s cost effective and allow for more “feet in the street” who already know… read more →
When asked how many new prospecting calls the Inside Sales team made each day, the Director of Sales of a client firm proudly stated that every team on her sales… read more →
We wrote a couple of months ago about the end of the “Solution Selling” era. This month we’ll address the rebirth of sales enablement across progressive selling organizations. A new… read more →
It’s November and we’re deep into the fall sales quarter, football games and we’re fast-facing the holiday season. Just this past weekend we witnessed the game of century (LSU vs… read more →
With all due respect to Michael Bosworth, author of Solution Selling, it’s time to rethink “solution selling.” Both the selling world and customer interactions have changed and require adjustments to… read more →
It’s our 10th Anniversary. MXL Partners has been providing sales consulting and sales training for companies for a decade. We’ve worked with sales reps and managers from over 150 companies… read more →