Clik here to view.
Winning Sales Performance Management.
The toughest job in sales belongs to the frontline sales manager – the vital final link between the company and the sales team’s interaction with the customer.For a company to succeed, the sales...
View ArticleClik here to view.
Stay Connected. Be Smart. Sell Better.
In his keynote address at Dreamforce on Wednesday, Marc Benioff talked about topics ranging from the Internet of Things to groundbreaking approaches to cancer treatment.But, there was one consistent,...
View ArticleClik here to view.
Valuable Sales Calls Start With A Plan
When you pick up that phone to make a sales call, you are in control right?You’ve made the decision on when to call, and you’ve decided who it is you’re going to be calling.But are you going to control...
View ArticleClik here to view.
Why Sales Mobility Isn’t Just About Going Mobile
Back in 2012, I wrote about the proliferation of mobile devices and how this would impact on the way we work and sell. I was reminded about this when I was quoted in a recent article, The Top 10 Sales...
View ArticleClik here to view.
Big Questions for Sales Managers
Managing a sales team is hard. The role of the front-line line sales manager is the lynch-pin of most sales organizations, but the number of tasks that sales managers have to juggle makes it really...
View ArticleClik here to view.
Trust Matters: The Data Is In
I have written often about the importance of Trust In Business. I have always contended that without Trust it is rare that you will be successful. It has also been my experience that many others care...
View ArticleClik here to view.
The Insight Deficit and the dangers of big data
Sometimes out of the recesses of our minds a flicker of curiosity emerges. That is always a good thing. Here is a question. Is the pace of technological change coupled with the rapid explosion of data...
View ArticleClik here to view.
When Competitors Stalk You
I got an email just the other day from one of our webinar team. He wanted to highlight that six different people from one of our competitors had signed up for the next webinar – some using their own...
View ArticleClik here to view.
Do you know your Win Rate?
As you are developing your sales strategy for 2015 (you are right?) one of the critical elements in determining your sales velocity is your Win Rate. If you don't know how many opportunities to need...
View ArticleClik here to view.
8 Steps to the Good Side
They say that a child laughs on average 300 times a day, and an adult just 5 times. If that is true, it is pretty sad. I get how life can catch up with us; but at the end of the day what you see in the...
View ArticleClik here to view.
5 Steps to a Great Sales Insight
Much has been said about the need to bring insights to your customers. In today’s world of more informed buyers, it is clear that you need to do more than just communicate the capabilities of your...
View ArticleClik here to view.
What Customers Should You Pursue in 2015?
In business, there are really only two things that you control; who you call on, and what you say when you get there. If you put the effort into deciding what customers you call on, you are much likely...
View ArticleClik here to view.
(Sales) Interaction Design
I had an interesting discussion just the other day about the [putative] rise of social selling; increase in virtual, rather than physical, sales engagement; and the rush to redeploy field sales...
View ArticleClik here to view.
A Sales Story for Our Time: Part 2
...This is not the way it’s meant to be. It’s far too complicated. Christy Dignam’s plaintiff voice crept out from the Bang and Olufsen surround sound system in Jack Swenson’s new 7 Series. Jack...
View ArticleClik here to view.
5 Sales Credibility Killers
...There was a time, long, long ago in a dim and distant past when, if you were in sales, the company you worked for and the product you sold were more important than how you personally sold. You may...
View ArticleClik here to view.
Salesforce Sales Leadership Forum: 3 Key Takeaways
Salesforce is the world’s largest cloud company, and many businesses around the world run their businesses on one, or a combination, of their solutions. So it would seem logical that Salesforce could...
View ArticleClik here to view.
Executing your 2015 Account Plan
One of my early observations of sales methodology was that it was very hard for sales professionals to execute on their Account Plan. There was lots of valuable strategy to use, but very little support...
View ArticleClik here to view.
A Sales Story for Our Time
When Matt finished the meeting, he was angry. His biggest customer just told him that she had placed a big order with a new supplier.“You know it’s not you. I like working with you Matt. How long are...
View ArticleClik here to view.
12 Steps to Account Planning in 2015
It’s that time. As you prepare for 2015 you need to be thinking about how to maximize revenue from your existing customers. I’m sure you know acquired business from an existing customer is six times...
View ArticleClik here to view.
Will all Future Presidents be White Men? -The Predictive Analytics Problem
The answer to the question in the title is of course almost certainly No. But that’s not what the data said. If you look at the records from 1789, when George Washington’s presidential term began, to...
View Article
