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 →
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 →
The numbers are in from CSO Insights. They’ve released their latest 2013 Sales Performance Optimization Study after surveying over 1500 firms of various size and across multiple industries. Since 1994… read more →
As college basketball NCAA Champions get crowned this week (congrats Louisville), and attention shifts to The Masters (the PGA’s next major golf tournament), competitive people paying attention are enthralled with… 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 →
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 →
As we have written in previous posts, Challenger sales reps, while making up 27% of the general sales population, make up 39% of the top sales producers in organizations. Again,… read more →
We’re deep into summer, the fish are jumpin’ and the cotton is high. Like the great Gershwin lyrics, there’s an easing of sorts in life and business during the summer… read more →
When asked to “rate your ability to consistently hire sales reps who succeed at selling” over 47% say their company “Needs Improvement”. So says the 2012 Sales Performance Optimization report… read more →