Salespeople who are viewed by their customers as a key resource are in an enviable position: high levels of customer satisfaction lead to increased retention, revenue and wallet share. Nice work if you can get it. But how does a salesperson, or, for that matter, a sales organization, go from being...
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“Our management team is highly effective in helping our sales team advance sales opportunities.” In MHI Global’s 2013 Sales Best Practices study only about a third of the respondents agreed with that statement.
And we hear the same thing from salespeople anecdotally: “Our sales managers aren’t...
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Buy now, with one click. Transactional sales of commodity goods have become simpler and easier, with both sellers and buyers using automated processes to minimize the number of human touches and maximize speed and efficiency. And in situations where automation alone won’t get the job done,...
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Large opportunities tend to require expensive resources, and sales organizations must be able to prioritize and allocate these resources to make it to the finish line. You may have the right solution, superior capabilities, and the best sales team, yet still get tripped up by an internal lack of...
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It’s the toughest challenge facing any sales team: creating new opportunities. Most salespeople agree that prospecting is not something they enjoy. Sales leaders concede that in any case, prospecting is probably the most unstructured and least productive activity the individual salesperson engages...
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Who’s your best customer? The one that pays you the most? One that you’ve sold to the longest? Neither? Both? Sales organizations that don’t know the answers to this question are probably not making the best use of their resources.
Strategic accounts are not always the largest, but they are...
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Leo Tolstoy wrote that all happy families are alike, but each unhappy family is unhappy in its own way. In fact, every family is unique and so is every customer. They may all share common characteristics, but they will all inevitably differ in their specifics.
This is especially important to...
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There are countless approaches to the challenge of sales performance improvement, yet few organizations would say they’re achieving the kind of gains in this area that they need. In fact, Miller Heiman’s 2013 sales study has shown that the percentage of companies that qualify as what we call...
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Who would you rather buy from:
A company you know, that has done good work for you before
A company you have no experience with but that has a well-known brand name
A company you don’t know that is either too new or too small to have previously come to your attention?
These three options...
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