CSO Insight’s recent Sales Optimization Report reveals that when rating their “Ability to Accurately Forecast Business,” 46% of salespeople rate Needs Improvement. This is down from 60% five years ago,… read more →
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 →
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 →
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 →
It’s the final lap. You’ve lived through the year and now see the final hurdle, the December closing and quarter wrap-up. Just when you’re ready to ease it on in,… read more →
“I first met Mike Griego in 2005 in a Palo Alto café. Having retired as CEO and Chairman of the Board at Veritas Software, I was teaching courses on Entrepreneurship… read more →
A wise man taught me years ago: “There are 2 types of people in this world, those that make excuses and those that find a way.” I’ve applied this simple… read more →