According to the Altify Business Performance Benchmark Study, digital transformation will be the most disruptive business development in 2017. Almost half of the 833 participants highlighted this as an area of concern.
Digital transformation is not just the application of technology to existing...
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Customers are people too. Just like salespeople, they usually care about doing their job and being successful. They love to buy, but generally do not like to be sold. This is most apparent in the negotiation between buyers and sellers. Over the years I have seen some great interactions and some...
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There was a time, long, long ago in a dim and distant past when, if you were in sales, the company you worked for and the product you sold were more important than how you personally sold. You may remember the ‘No one gets fired for buying IBM’ adage. Buying from a market leader was often seen as...
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Today’s competitive sales environment requires an advantage to win. Sales managers, often promoted from the field sales force, don't often get the training or tools they need to effectively manage their sales teams. Even understanding the rhythm of the business, and the difference between winning...
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Have you ever walked past someone telling a story and you heard one sentence that was so compelling your feet stopped and you just had to hear what happened next? In a split second you were captured by the simple power of a story.
Imagine using that force in your marketing in your brand’s...
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Sometimes you have to step back and wonder what it is that makes those remarkably successful salespeople just so remarkable and so successful. I’m sure I don't have the formula nailed – but there are six things that I have seen enough times to suggest to me that they make a real difference....
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Managing a sales team is hard. The role of the front-line line sales manager is the lynch-pin of most sales organizations, but the number of tasks that sales managers have to juggle makes it really difficult to know how to answer the questions “How do I get the most from my sales...
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I started my first software company in 1986 when I was in my early-twenties. The company provided Artificial Intelligence and Expert System software tools and solutions primarily to financial institutions. (This experience has since served me very well in our Smart Sales Transformation endeavors...
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I have written often about the importance of Trust In Business. I have always contended that without Trust it is rare that you will be successful in business. It was interesting to note that in my book Account Planning in Salesforce, the chapter on Trust was one of the most underlined...
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