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 →
It’s that time again. Another month, another quarter start, another second half of the year, in some cases a final close of the fiscal year. It’s either going well, going… read more →
The worldwide #1 sales rep sat in his office in early January and wondered how he was ever going to repeat his record breaking $1.1M sales result from the previous… read more →
In Rule 13 one of the three components of PAR Time was to spend 15 minutes daily reading industry publications and/or inspirational material on sales and motivation. Indeed the cumulative… read more →
You want a high performing sales organization? Focus on account penetration, customer retention, specific sales call planning, drive internal feedback, and focus training in teaching product, market, customer and competitor… read more →
Check out this answer to the question ‘What is Sales Messaging‘ featuring Tanner Mezel of DSG. The right sales messaging tools and training can bridge the divide between high level… read more →
There’s a current debate in some sales circles around the popular Challenger Sale book and a recent Rain Group report entitled “What Sales Winners do Differently.” The issues are over… read more →
We all like winners and can appreciate superstars when we see them. We admire the superstar athlete who is talented beyond question and helps his team win games. But we’ve… read more →
When Chief Sales Officers were interviewed and asked in 2011 what their top sales priorities were for the coming 2012 year, across the globe they said: 1. Increase Sales Effectiveness… read more →
The numbers are in from CSO Insights. They’ve released their latest 2013 Sales Performance Optimization Study after surveying over 1500 firms of various size and across multiple industries. Since 1994… read more →