As college basketball NCAA Champions get crowned this week (congrats Louisville), and attention shifts to The Masters (the PGA’s next major golf tournament), competitive people paying attention are enthralled with… read more →
There is nothing new under the sun in sales, or so they say. Not so fast. Fundamentals never go out of style, of course, however how we prepare, engage, converse,… read more →
Aberdeen Group research published in 2012, Better Sales Forecasting Through Process and Technology, highlights how top performers better deploy process and technology to achieve not only more accurate forecasts, but… read more →
(from 42 Rules to Increase Sales Effectiveness) So if it’s not about you the salesperson, and it’s not about your products, then what is it all about? Well, who’s left?… read more →
We’re well into March and the pipeline pressure is building; that is, pressure from above to build the pipeline. How’s it going? How you stand now is a very strong… read more →
(from 42 Rules to Increase Sales Effectiveness) The products sold in the marketplace, whether to businesses or consumers, are broad in scope, complexity and value. As salespeople we are selling… read more →
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 →
Enterprise customers do not necessarily buy today because of the company and brand impact. Only 19% claim this to be the main reason for their purchase. Another 19% claim it’s… read more →
Here we go again. Assuming a calendar fiscal year, it’s a new season, a new quarter. 2012 numbers have long been finalized. Recognition and achievement awards have almost all been… read more →