We have a saying: “Strategy is great, but execution is everything.” Now think about that. We all know companies with great products that have failed. It’s often a breakdown at… 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 →
You want a high performing sales organization? Focus on account penetration, customer retention, specific sales call planning, drive internal feedback, and focus training in teaching product, market, customer and competitor… 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 →
We all like winners and can appreciate superstars when we see them. We admire the superstar athlete who is talented beyond question and helps his team win games. But we’ve… 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 →
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 →
In the 2012 Sales Performance Optimization Study conducted by CSO Insights, there is the identification of the Top Sales Effectiveness Initiatives for 2012. The Top 5 are: 1. Revising/enhancing our… read more →
Surprisingly enough, most companies do not have or require a formal Territory Planning Review. What mostly exists is a regular but informal review of a sales rep’s Pipeline/ Forecast either… read more →