Knowledge is power! Having access to the best available information
is a vital aspect of almost any operation, but especially important in
the competitive sales environment. The following are key statistics
every smart sales manager should know. The source of the following data
is The TAS...
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What does it take to build world class sales organization? Salesforce.com executives, Scott Keane and David McNeil, recently shared their own strategies for developing sales talent through coaching as well as how to keep salespeople movtivated when revenue is down.
Here's a look at what these...
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Smarter questions get to the persona of your customers
In today’s sales world, successful selling is first and foremost in order to craft strong relationships. In fact, end-to-end sales consists of four
pillars: Connect, Engage, Convert and Retain. The
first pillar—Connect—involves the...
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Sales coaching has become a necessity for effectively managing a sales team. Yet sales coaching is no guaranteed cure-all for all of your organizational ailments - it takes much more than simply rolling balls out there and blowing a whistle to implement effective sales coaching.
Here are five...
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Don't let your customers think like this
People
will tell you that buyer’s remorse is a perfectly normal reaction on the part
of your customers. That it always happens. However, I don't believe
that buyer's remorse is normal, or even necessary.
According
to a definition I found...
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For highly successful sales professionals,
territory management is not a buzz phrase used in sales meetings; it's a
focused planning tool that defines what accounts they will pursue, and when and
how they will pursue them. They never waste time on activities that don’t
produce immediate,...
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If practice makes perfect, then planning must make easy – or at least
easier. Donal Daly breaks down the
importance of account planning in his new bestseller, Account Planning in Salesforce.
Luckily for us, Donal Daly will be joining our Salesforce team for a
special #salesforceLIVE...
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Today’s business solutions are increasingly
complex. Solutions are rarely bought, delivered or deployed “off the shelf.”
By the time a prospect engages a sales rep
they are highly educated and ask questions such as:
How would this work for my firm?
How could this solution integrate with my...
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MC Hammer pumps up salespeople at Dreamforce
Take a minute to think about the attitudes
of your sales staff members. Do your employees look fresh and energized, or
tired and a little cranky? If you answered the latter, it may be time to give
your sales environment a positive boost. Here are just...
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