No matter what industry you are in, the game of sales has changed. As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business and more business from existing customers. Although training can...
It’s very easy for salespeople to waste time on activities that are either redundant or that someone else should be doing. It’s also easy for CEOs and sales leaders to be unaware of how salespeople are wasting time – until the forecast is in and it’s too late. They...
At many companies, salespeople and marketers focus on products when talking to customers – not business problems. The challenge is to get your sales and marketing team to focus on your customer’s business problems. Do this and you’ll hear customers ask the magic...
My clients often ask about sales playbooks. Should they have one? What format should it be? What should be included? How many should they have? To be honest, I have shied away from playbooks because the word has different meanings to different people. Which got me...
The Buyers Journey is Complicated It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a consensus before a decision is made. Gartner research finds that...
As a sales leader or business owner, you want every member of your team motivated, excited and committed to hitting goals and bringing in revenue. Usually, the positive attitude you seek from each salesperson starts with you. Each person on your team looks to you...
The Heat is On! Summer is here (in some locations it’s hot) and it seems everyone is on vacation. This might give your salespeople a signal to slow down because they think everyone is out of the office. Granted, having a 4-day weekend for the 4th of July did make...
You’ve got your number and you’ve got a great strategy to hit your number. Now, how are you going to make it happen? Execution is everything. Right? What’s Your Plan? How are you planning on making sure your team hits and exceeds its goals? Setting your number and...
How do you get better performance from your sales team? Pause, Reflect, Refine, Advance Better Performance I hear the same thing from sales leaders over and over. “I want my team to perform better.” You want them to hit their quotas and even exceed them....
If I hear the phrase “sales training doesn’t work” one more time, I think I’ll scream. If done well, sales training works fine, for what it’s designed to do. This may spark a semantics debate, especially with my friends in the sales consulting space and others with...