In order to grow, you need customers - but not just any customers. You need customers that will value what you sell. Unfortunately, if you’re like most sales people, you have no idea of the value that you sell. Why is this?
The problem is sales teams are taught that value begins with their...
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Many sales people miss out on significant opportunities simply because they are not effective at engaging C-level executives. You can dramatically increase your sales performance by applying these three principles:
1. Do Your Homework
C-suite executives meet with salespeople all the time. Very few...
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Decades ago, psychotherapist Thom Hartmann proposed two mental models that described how people go about their work. The hunter mindset, based on nomadic societies, suffered from a short attention span but had hyper-focus for short bursts of time.
The farmer, based on agrarian societies, was...
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Everywhere sales leaders are grappling with unprecedented change. Industries, customers and competitors are not what they used to be. As a result, sales leaders have to rethink their go-to-market strategies. Often they reach out to consultants to help them rethink their sales objectives,...
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When you invest money in a CRM, it's important to make sure it fits in well with your business and customers so that your investment pays off in a big way. It’s easy to get excited about what CRM can do for your business and it can be exciting to share the vision at the beginning of a project....
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As a sales leader, are your efforts really making a difference? A 2011 study from the Aberdeen Group revealed that most salespeople are not meeting company expectations. They found that:
Only 4% of salespeople in the bottom 30% of companies achieve their quota
Only 49% of salespeople in the...
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Sales leaders are driving significant change in how their sales people go to market. Much of this change is labeled “Sales Enablement." The focus is on automating the sales process and equipping salespeople with the right tools at the right time. In other words, developing a sales playbook....
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It is generally accepted in the business world that it costs 5x as much to get a new customer as it does to retain an existing customer. While this may have been true in the past, it’s complete nonsense today! This type of thinking is rooted in the Industrial Era, when the key to success was...
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Every sales force is made up of the typical bell curve comprising A-players, B-players and C-players. Eighty percent of the revenue is generated by the A-players (who usually represent around 20% of the sales force). They seem to figure out how to be successful, regardless of the economy,...
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