There’s a Jackson Browne song called These Days which he wrote at the tender age of sixteen. One of the lines in the song goes, “Don’t confront me with my failures; I have not forgotten them.” A sixteen-year-old wise beyond his years.
For those of you who are not old enough to remember...
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There are few distinct viewpoints in business that are as polarized as those of marketing and sales professionals. Marketing is glamorous, sales less so. Sales are measurable, marketing less so. The uneasy relationship between sales and marketing is widespread and infects almost all types of...
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One of the perks of my job is the interaction I am privileged to have with so many really great sales leaders around the world. In a recent tour of some of our great customers, I was struck by some common principles that are applied by those sales leaders who are at the top of their...
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Much has been written about the research that suggests that a buyer is 57% through her buying process before she engages with a vendor. I have written about how I think that "57%" is sometimes misinterpreted.
Sometimes buyers engage with you early, and sometimes they call you after they...
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Buyers have progressed 57% through their buying process before they engage a salesperson. Keep in mind that this statistic is in fact an average and how you act before and after the 57% is a matter of choice, not a function of averages.
It really comes down to whether your engage first with the...
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There’s a statistic out there that buyers have, on average, progressed 57% through their buying process before they engage a salesperson. That "average" piece seems to have been lost, and a commonly held-belief now is that this 57% is a fact in all cases.
How you act before and after...
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Space – no not the Star Trek variety as in “Space – the Final Frontier," but the gaps in conversation that you need to leave when speaking to someone.
Let me start with this: The only way we can express the worth of our own opinions is by valuing the opinions of others.
Too many...
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Earlier this month I had the pleasure of speaking at a conference for one of our partners. My presentation,“So, you have a $500,000 sales forecast?” was essentially a story about the impact that good sales process design, planning, automation, and measurement can have on revenue...
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When your sales playbook and CRM seamlessly work together, life gets easier for sellers and sales managers.
There are many facets to Sales Playbooks in general– but here are the two most important to ensure that your sales playbook and your CRM system work optimally together.
1. Integration of...
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