Effective salespeople get people to communicate with them. It’s not always easy. You leave a message, send an email, then wait for something, anything that lets you know they know… read more →
Check out this answer to the question ‘What is Sales Messaging‘ featuring Tanner Mezel of DSG. The right sales messaging tools and training can bridge the divide between high level… read more →
Here’s a summary listing of our Top 10 Sales Messaging Problems. They are common and they are the fault of salespeople, sales management, marketing and sales departments. They need not… 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 →
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 →
There’s a growing trend in the sales kingdom. It’s ad-hoc sales messaging. Not necessarily bad if you’ve got a hot and compelling product. Certainly some sales teams can still be… 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 →
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 →
There are 4 Big Things that impact selling success. These are not just for 2011; they are timeless. If you get these right as a salesperson or sales manager, then… read more →