After 30 years of sales experience including the past 10 years coaching and training sales teams from Silicon Valley start-ups to Fortune 500 companies around the world, I’m still a… read more →
When it comes to sales productivity, sales coaching certainly comes into play and is crucial for a successful sales organization. If you’re going to make adjustments, the team has to… read more →
There’s a growing trend in the sales kingdom. It’s ad-hoc sales messaging. Not necessarily bad if you’ve got a hot and compelling product. Certainly some sales teams can still be… 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 →
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 →
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 →