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7 Principles for Individual Sales Success
You should only read this if you believe that your level of success is largely up to you. Yes, it’s impacted and influenced by external events, but it’s not your sales manager, employer, customer,...
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Helping the Front-Line Sales Manager – It’s All about Rhythm
About once every six months I have the privilege of hosting some of our customers at our Customer Advisory Board meeting. At these meetings we always learn a lot about how Dealmaker is being used to...
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Battling the 57%: From Sex to Romance – The Ultimate Flank
Don't be put off by the title. This might not be what you expect. And sometimes that’s the point.There is a lot of nuance behind the 57% statistic - the CEB research that says buyers are 57% through...
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Make Every Sales Call Matter
So here’s the thing. There are really only two things that a salesperson controls; (1) who they call on, and (2) what they say when they get there. Ideally a seller is spending as much time preparing...
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Battling the 57% – Buyers Buy Different Things
There’s a statistic out there that buyers have, on average, progressed 57% through their buying process before they engage a salesperson. That ‘average’ piece seems to have been lost, and a commonly...
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Battling the 57% - Part2: Flanking to Win
I have written before about the statistic that is out there ‘buyers have progressed 57% through their buying process before they engage a salesperson’ – is in fact an average and that how you act...
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5 Abilities That Help to Predict Success
We are all born with a certain set of skill or abilities. As we grow and develop we get the opportunity to maximize the contribution we make to the world and to each other, in work and in our personal...
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Battling the 57% - Part 3: Getting Ahead of the Curve
Much has been written about the research that suggests that a buyer is 57% through their buying process before they engage with a vendor. I have written about this how I think the ‘57%’ is sometimes...
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Sales Metrics That Matter
The best sales professionals are constantly looking for help. Winners are honest in their self-assessment of the skills and competencies - or at least as honest as they can be.Only 61% of sales reps...
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13 Things Marketers Need To Know About Sales
There are few distinct viewpoints in business that are as polarized as those of marketing and sales professionals. Marketing is glamorous, sales less so. Sales are measurable, marketing less so. The...
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What Sales Managers Can Learn From The Music Business
There’s a Jackson Browne song called These Days which he wrote at the tender age of sixteen. One of the lines in the song goes, “Don’t confront me with my failures; I have not forgotten them.” A...
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5 Key Dreamforce Sessions and 3 Tips
There is a lot going on at Dreamforce. How do you choose which sessions to attend? This year there are many overlapping sessions, and conflicts between the keynotes and some fabulous breakout sessions....
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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...
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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...
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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...
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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...
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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...
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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...
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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...
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(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...
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