Too often, sales reps want to “cut
to the chase” by going straight to the decision maker and making their pitch. However,
in most organizations these days, the decision maker is connected to and
supported by a network of team members, many of whom can influence the outcome
of the deal.
This...
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I propose that every
company needs to adopt a "No Lead Left Behind" policy for sales
leads.
Studies have found
that among companies of all sizes and industries approximately 40-50% of sales
leads are not followed up. Consider for a moment that nearly $250 billion (yes,
that is...
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Sales
effectiveness is a constant struggle. Many reps get mired in the act of
creating their own sales material while managers are frustrated by those who
don’t follow the established sales methodology. So how can tablets solve this
and more?
Greater Productivity
When you
outfit tablets with a...
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Got an extra 15 minutes before a sales call? Here's how winning salespeople spend that time.
The best thing to do with the 15 minutes before sales call is to review the work you did in planning the sales call. You did plan the sales call, didn’t you?
You're going to want to...
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In partnership with The TAS group, this infographic presents ten sobering pieces of data on sales performance. Whether you see it as shocking, or not surprising at all, the data illuminates gaps in sales performance that pervade many of today's sales organizations.
Check out the Sales...
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The world of sales is changing rapidly and
technology is driving those changes. Sales managers and teams everywhere are
using social, mobile, big data, and cloud services to change the way they do
business.
Gerhard Gschwandtner, Selling Power Founder and CEO, says that
while the most-talked about...
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Have you read the bestseller, Moneyball or seen the movie version
starring Brad Pitt? It’s about Billy Beane, General Manager of the Oakland
A’s, and his attempt to bring analytical rigor to a sport which prides itself as
“traditional."
Baseball - America's national pastime since...
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People are buying in different ways than they did five or
ten years ago, largely due to the Internet. And because of this, selling has
had to evolve like never before. What worked for sales winners in the
past is no longer resulting in the same amount of success.These trends inspired a new RAIN...
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The web is full of helpful sales content but if you're busy closing deals, you probably don't have time to search for it all. That's why we've pulled together some of our top sales ebooks covering performance, business growth, tips for followup calls, and more. These ebooks are...
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![10 Things Every Sales Manager Should Know About Sales Performance [Infographic]](http://www.salesforce.com/content/dam/blogs/legacy/2013/07/6a00e54ee3905b88330192ac41aa40970.jpg)
