Account review sessions can be formal or informal sessions involving managers, the account rep or team, technical management and any other key individuals participating in the analysis and strategy development… read more →
If you’re a veteran to sales, when you see the topic of “Account Management” one’s mind goes to one of two places: 1) Managing and selling to large accounts, or… read more →
After 30 years of sales experience including the past 10 years coaching and training sales teams from Silicon Valley start-ups to Fortune 500 companies around the world, I’m still a… read more →
When it comes to sales productivity, sales coaching certainly comes into play and is crucial for a successful sales organization. If you’re going to make adjustments, the team has to… read more →
Getting close to mid-year (non-calendar fiscal year excepted, of course). Should be pretty clear now whether you’re hitting the number, over-achieving, or missing the mark. Go heads down, all out… read more →
CSO Insight’s recent Sales Optimization Report reveals that salespeople are knowledgeable about their products. However, there are clear weaknesses when it comes to effectively understanding buyers, cross-sell/up-sell, selling value and… read more →
It’s an age old question: Do I spend more time researching companies before I call them or do I make more “cold” phone calls? This topic is too much debated.… read more →
Mention sales systems and one typically thinks of IT, CRM and/or processes. Mention sales leadership and one may think of strong, effective salesmanship and/or heroic management overseeing the sales troops… read more →
We see a lot of salespeople who are seasoned and experienced in sales and account management. Likewise we see a new generation of reps who, by all appearances, have the… read more →
Saw an interesting article recently about the role that CEOs should play relative to sales deals. Essentially, it emphasized that top executives should stay focused on forging company strategy, setting… read more →