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 →
There’s a rekindled debate going on about a tired topic: sales process. With new emphasis on the buying process and alignment and technologies driving process and sales enablement, the whole… read more →
The biggest mistake that sales reps make in sales meetings is mismanaging the discussion flow and failing to appropriately extract enough valuable information from the customer. This is easier said… read more →
With due respect to the time-tested 4 P’s of Marketing (Product, Place, Price and Promotion), it’s time to lay out and articulate the 4 P’s of Selling, particularly for business-to-business… read more →
It’s the 3rd month of the calendar year. We’re less than 90 days into 2014 and it’s already clear who’s going to have a great year. (If you’re on a… 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 →
If you don’t have it forecasted by now, then it’s not going to materialize and close in the next few weeks. The writing’s on the wall, so to speak, when… 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 →
In the past year there was a 13% increase in the average annual investment per salesperson. So says the CSO Insights research study – 2013 Sales Performance Optimization Sales Process… 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 →