It’s been going on for some time now. The evolution of sales teams toward a more granular segmentation of selling units. What started out naturally is now a fast-moving phenomenon… read more →
Taking care of customers goes hand in hand with sales revenue production. And yes, it’s also all about revenue. The best way to keep your job as a salesperson or… 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 →
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 →
When Chief Sales Officers were interviewed and asked in 2011 what their top sales priorities were for the coming 2012 year, across the globe they said: 1. Increase Sales Effectiveness… 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 →
(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 →
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 →
Enterprise customers do not necessarily buy today because of the company and brand impact. Only 19% claim this to be the main reason for their purchase. Another 19% claim it’s… read more →
There is natural aligning of the 5 attributes of a Sales Superstar (see Rule #12) in my book 42 Rules to Increase Sales Effectiveness and the 5 sales rep types… read more →