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 →
When asked how many new prospecting calls the Inside Sales team made each day, the Director of Sales of a client firm proudly stated that every team on her sales… 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 →
It’s November and we’re deep into the fall sales quarter, football games and we’re fast-facing the holiday season. Just this past weekend we witnessed the game of century (LSU vs… read more →
With all due respect to Michael Bosworth, author of Solution Selling, it’s time to rethink “solution selling.” Both the selling world and customer interactions have changed and require adjustments to… read more →