Here’s a summary listing of our Top 10 Sales Messaging Problems. They are common and they are the fault of salespeople, sales management, marketing and sales departments. They need not… read more →
In traveling to Asia Pacific, Europe and throughout North America, we work with sales teams with various approaches to effective sales messaging. Some teams use extensive but tired scripts to… read more →
With all due respect to Michael Bosworth, author of Solution Selling, it’s long past time to rethink “solution selling” or any of the legacy sales methodologies. Both the selling world… read more →
A Manager owned land and territory with many customers of his products and services. He left his domain for a while under the care of three overseers. The first was… read more →
Something about this time and season for salespeople. The end of the calendar year is in sight yet there’s still time for sales hope and a strong finish. And while… 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 →
In American presidential politics there is a campaign tactic often used the month before November elections known as an October Surprise. These may take the form of an international crisis,… read more →
Many companies today are making big bets on big ideas; that is, large investments to drive meaningful change and growth strategies. This strategy change could be a new product, a… read more →
We’re deep into summer, the fish are jumpin’ and the cotton is high. Like the great Gershwin lyrics, there’s an easing of sorts in life and business during the summer… 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 →