There isn’t a salesperson alive who hasn’t encountered a purchasing agent who is “difficult.” (And that’s a polite way to say it!) For most salespeople, few things can be more challenging than having to go toe-to-toe with a professional buyer. The sales process can be a minefield of tactics...
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Between 40-80% of sales leads are never followed up on, as shared by Mark Hunter and Andy Paul at Dreamforce. Even though I’ve witnessed this type of laziness first-hand, I was still shocked that salespeople could pass up this many opportunities to sell. It’s unbelievable.
One of the biggest...
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Coaching is responsible for a 17% performance increase for sales reps, 161% more sales wins, 26% more pipeline, 19% few loses. The list goes on and on – the benefits of sales coaching are indisputable.
With the release of Winter ’14, Work.com coaching is now seamlessly integrated into the...
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In my last blog post I wrote that the best way to repeat your biggest sales wins is to conduct a special form of a Won Sales Analysis. Conducting such an analysis tells salespeople exactly how and why they won the business and how to identify the prospects most likely to provide a similar...
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In sales, everything should start and end with the customer. Unless you understand your customer’s perspective, you can’t possibly appreciate what’s important to her. Then you won’t know how to progress the sale. But your ability to serve your customer is often impacted by your own company’s...
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This year was packed with helpful sales content but if you're busy closing deals, especially with year-end approaching, you probably don't have time to search for it all.
We've pulled together our most-visited sales blog posts from 2013 covering KPIs, sales traits, cold calling,...
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Midway through the Dreamforce madness, a packed crowd gathered in Marriott Marquis’ Ballroom to learn from the foremost experts on inside sales and CRM. These professionals shared how to help inside sales teams get the most from their CRM and transform themselves into a metrics-driven,...
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How many salespeople do you think regularly seek out tips about selling on websites, in magazines and books and newsletters? If the increasing number of available sources out there offers any indication, a whole lot of them.
What’s wrong with sales tips?
Many salespeople think that these tips are...
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With backgrounds ranging from technology to spirituality, this year's Dreamforce speakers and performers mirrored the diverse skill sets and personalities permeating today's sales teams.
They also confirmed that sales is no longer an isolated, singular activity— it is quickly becoming a...
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