The most basic aspect of striking a conversation with someone is to converse about something that would interest them. Yet, in a B2B business scenario, we are too focused on what we would like to sell rather than trying to know where a customer stands in their business journey, what their...
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The new ASC 606 revenue recognition standard, or IFRS 15 as it's known internationally, is a hot topic that’s coming up for our team every day. Our customers want to understand how they can leverage the Salesforce platform, and specifically Salesforce CPQ, in order to meet this standard for revenue...
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Sales and customer service are often thought of as being separate functions with distinct goals. Many organizations give their sales and customer service teams different levels of training, compensation, and stature. To use a Navy analogy, sales people are often thought of as being the...
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If you are a business owner or a sales manager, you’ve probably heard the term “CRM.” But what does it really mean? C-R-M stands for Customer Relationship Management. At its simplest, a CRM system allows businesses to manage business relationships and the data and information...
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In your daily job, are you coaching? Or are you managing?
For some, the two words are synonymous, but that’s not the reality. This doesn’t mean that they aren’t related because coaching sales reps is certainly a part of a sales manager job description. However, there are some key differences that a...
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It’s the oldest story in marketing: One day, a client is head over heels in love with your work. The next week, that client puts in his notice. This satisfaction switcheroo can be enough to give even the most experienced professional whiplash.
Shortly after my company launched its...
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It is good news when your business is in growth mode. The challenge is to maintain your growth and scaling the organization to handle more opportunities.
While it is intuitive for company executives to automate business functions and processes such as payroll, bookkeeping, and even marketing and...
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Pipeline reviews are notoriously more painful than productive. They can quickly transition from a routine meeting to something that feels a lot more like an interrogation. Here’s a typical interrogation format shared by Sales Leader David Brock:
The “conversation” between interrogator and...
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The sales meeting is over. Your prospect didn’t sign on the dotted line, instead asking to think things over. Now it’s time to begin crafting the first follow-up email, where you show appreciation for the meeting and invite the person to contact you with any questions. Days later, you may even send...
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