Mark left a Fortune 500 Silicon Valley company to become VP of Global Sales for a start-up in the same industry. His team’s biggest problem, Mark told me, was building a consistent stream of qualified leads.
Prospects didn’t know their company existed, making it difficult for Mark’s team to even...
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We all have too much to do and too little time. Sales reps in particular have a full plate, from cold calling and following up with prospects to setting and preparing for meetings. It’s easy to get distracted, off-task, or even overwhelmed, and the end result is that sales productivity suffers....
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Differentiation is a powerful tool for achieving competitive advantage, and in sales it’s a term we hear often. It’s likely you’re well-versed in how your offerings differ from those of your closest competitors, and in many cases, your customer is almost as familiar with those details as you are....
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Brett Butler was at a crossroads. Even with a new Salesforce CRM handling his company Lexmark’s front-end customer operations and SAP handling its ERP on the back end, there was still a gap in the middle where those two heavyweight systems didn’t meet. Lexmark needed a solution that would bridge...
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“What does the future look like for sellers?”
There will be fewer salespeople, with a more of a well-defined focus on what they are there to do.
Skills will be hybridized.
Sales structures will be imploded and rebuilt to redefine what a team is and how they are paid.
Fewer and focused
There will...
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Think of a typical day at work. There are emails to answer and send, calls to make, meetings to attend, approvals, reports, follow-ups, and tasks to track. While mundane, these repetitive tasks allow businesses to operate successfully. The downside is that they take up a lot of time. For instance,...
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Customers are people too. Just like salespeople, they usually care about doing their job and being successful. They love to buy, but generally do not like to be sold. This is most apparent in the negotiation between buyers and sellers. Over the years I have seen some great interactions and some...
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The Best Salespeople Possess a High Degree of Sales EQ and Sales IQ...What’s Yours?
Emotional Intelligence skill training is rarely incorporated into a sales training curriculum. Often referred to as soft skills, hard driving sales leaders avoid the word soft like the plague. After all, doesn’t...
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To a sales leader, hearing the simple word “forecast” can cause immediate panic, stress, and fear. Each week, month, quarter, and year, sales leaders are asked to predict what their sales team will produce in a given period of time, based on facts such as the marketing funnel, current pipeline and...
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