How do you build a better sales pipeline? Companies often tackle that
age-old question by upping rep quotas and creating aggressive timelines. But
that strategy is a blindfolded game of darts: reps lobbing phone calls
willy-nilly in any direction, just hoping to find a target (fingers...
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You wouldn’t swap Joe Montana and Jerry Rice. It was a perfectly symbiotic relationship while they were in their respective positions. As the saying goes, “there’s a place for everything and everything in its place.” This is true of your sales team too. There are clear stages of the sales cycle:...
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Salespeople are generally optimistic, and managers who interview new hires always look for a positive and optimistic attitude. But research in both neuroscience and social science indicates that people in general are more optimistic than realistic. And when it comes to salespeople, we are...
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Ask citizens of soccer-playing nations what they think of US football, and they'll mostly talk about piles of human bodies with some occasional
running and kicking. The nuances of the role and skills of a 250-pound linebacker
versus a 175-pound safety or wide receiver are usually lost on...
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Some salespeople have mastered the usage of the Balanced Scorecard. They
experience a better understanding of their own business, e.g. who their customers are, what they need to do to approach this client, what's needed to improve their skills, and what technologies they have to implement to...
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For all of you entrepreneurs out there, here is an
excerpt from CEO Marc Benioff's book "Behind the Cloud." Here, Marc encourages
anyone with a great idea to pursue it immediately, before the market catches up
to it. In August 2013, salesforce.com was ranked by Forbes Magazine...
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Sales is often a game of “what have you done for me lately.”
This treatment is where sales employees, including their managers, are treated
only as good as the last sale. Such treatment dehumanizes a dynamic set of
interactions that are inherently human and as old as sales – building...
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Salespeople often want to talk to me about pricing. I am always quick to tell them that what they first need to focus on is value in the eyes of the customer.
Value and price are not the same thing, but salespeople often allow their customers to think of them as the same thing. When price is the...
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At the end of the day, those of us in sales feel one of two ways:
We are mentally worn out, to-do list unfinished, and the burden of knowing that the emails, proposals, presentations and follow-up calls that you were supposed to make will be piled on to the following days activity. You were...
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