Josh has been in sales for nearly six years. He has great customers, and he wants more.
So what’s the problem? By analyzing his prospecting activity, Josh has come to the conclusion that he’s spending an inordinate amount of time volunteering and building relationships. But the activities haven’t...
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Among the sometimes-vague sales terms that get tossed around, sales enablement may be one of the worst offenders. Sometimes, it's a code word for a sales operations group; other times, it's code for sales training. CRM can come into it, as can other technology. So what does...
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Change is never easy, but as your business gets bigger, you’ll have to deal with some growing pains. New customers, new spaces, new employees: amongst the flurry of change, it can be too easy to lose hold of what made your business, your business. And that’s a shame, because that cultural spark is...
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When we draw the sales process on paper or in PowerPoint presentations, it is always displayed as linear. It starts at A and proceeds through B, then C, then D. We often show the sales process as a roadmap, another linear way to show the steps and stages of the process we use to move from Target...
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Every sales manager hates end-of-quarter surprises. So how can you tell whether your pipeline is accurate? We analyzed 21,000 opportunities from multiple companies and industries to find what predicts a closed-won opportunity.
Legendary baseball figure Yogi Berra used to say: “It’s difficult to...
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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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Few people would question the value of good communication in a business setting. However, espousing good communication isn't the same as creating an environment where communication happens naturally. Communication is deeply intertwined in an organization's culture, which is why it's...
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Sales proposals: Love them or hate them, they're an integral part of any successful deal. While some salespeople might view these documents as unnecessary—or even as a waste of time—they're actually one of the most powerful instruments in a salesperson's arsenal of deal-closing...
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I come from a sales and recruiting background, and those worlds combined result in some great tips and tricks to boost productivity. I’ve learned that there are small changes you can make everyday, which lead to big results. So stop the bad email, phone and meeting habits and start being more...
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