The age-old nature vs nurture question is back: Are great salespeople born or developed? The implications loom large if recruiters and sales managers need to test and assess the troops… read more →
The Corporate Executive Board’s Marketing Executive Council surveyed over 5000 individuals to determine what customers are looking for in a business-to-business supplier. Interesting data comes out about the drivers of… read more →
No, of course not. Relationship selling – selling through building and nurturing strong personal and professional relationship – will never go out of style. But are Relationship Building sales reps… read more →
According to recent breakthrough research by the Corporate Executive Board, today’s effective salesperson needs to be a Challenger – a teacher, a provocateur of sorts, a thinking man/woman who is… read more →
So you want a sales meeting with the prospect’s CEO? Not so fast. While a decent strategy, don’t venture out when you’re not prepared. Senior executives don’t suffer sales fools,… read more →
They should be teaching this stuff in schools. Not just for future professional salespeople, but for those who will someday work in finance, engineering, marketing, law, medicine, even education and… read more →
We still maintain that you can conduct an effective 90-day salesperson or sales team upgrade without a lot of money, fanfare or wholesale change-out. It’s done through 4 core areas… read more →
While some criticize and only pool people into categories of 1% and 99%, we herald the achievers – the Sales 100%’ers. Congrats to all 2011 sales winners who attained 100%… 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 →
Imagine enabling ALL your reps to sell like your BEST reps. What if you could provide your salespeople with a selling “system” that enables them to consistently apply your company’s… read more →