The biggest mistake that sales reps make in sales meetings is mismanaging the discussion flow and failing to appropriately extract enough valuable information from the customer. This is easier said… read more →
In the past year there was a 13% increase in the average annual investment per salesperson. So says the CSO Insights research study – 2013 Sales Performance Optimization Sales Process… read more →
It’s fascinating helping more and more companies develop customer-facing whiteboards. This is pre-defined, visual sales storytelling that engages the customer and drives good sales discovery conversation. The best teams do… read more →
The sales rep was in the customer’s office for their first meeting. The rep had skillfully probed and qualified the account with questions that gathered quite a bit of data… 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 →
(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 →
(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 →
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 →
As we have written in previous posts, Challenger sales reps, while making up 27% of the general sales population, make up 39% of the top sales producers in organizations. Again,… read more →
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 →