There’s a necessary meeting every week that drives both sales reps and sales managers to mixed levels of anxiety and frustration. It’s the weekly Forecast and Pipeline Review meeting. This… read more →
Having already conducted multiple company Sales Kickoff Events this month, the 2014 trend is becoming clear: Reps are getting better, yet it’s getting harder to sell. It’s like climbing a… read more →
There is less than five minutes left in the 4th quarter of a high school championship football game. The score is tied 7-7. The All-American tailback catches the punt at… read more →
It’s that time of year when the holidays inject themselves into a busy selling season. It can slow down momentum or actually help your sales cause. This is a down… read more →
There’s nothing more obvious than a professional athlete who has lost their confidence. Happens all the time in all sports. You can see it in the eyes, the stance, the… read more →
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 →
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 →
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 →
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 →