Compressing Our Customer’s Buying Process
What’s the real reason to accelerate a customer’s buying process? The answer involves the value the customer gets from the implementation of the solution.
Sales Leadership Is Not About KPI Monitoring
Too often, sales managers focus on “monitoring” their sales team’s KPIs (key performance indicators. Turn away from your CRM dashboad and do this instead.
Why Sales People and Manager Churn Rates Are Unacceptable
We are completely turning over our organizations–management and sales people — roughly every 3 years. That churn rate is unacceptable.
The Buyer’s Journey: One Step At A Time
Most sales people focus on the outcome of the deal. It’s time for a course correction.
Zero-Based Sales Planning and Budgeting: The Value Explained
What if we took a few moments to think about the sales function and how we sell from a zero-based budgeting approach? Here’s how.
The “Real Cost” Of A Salesperson
Assuming you hire the right sales person it could take a year to properly measure the person’s performance. Hire the wrong person and things can get really expense.
The Sales Conversation of the Future: Siri Dials Alexa, And…
Artificial intelligence (AI), machine learning (ML), Amazon Alexa and Apple Siri. Listen closely for the future of sales…
Memo to CEOs, Entrepreneurs: Praise Your Pushy Salespeople
Conventional wisdom says no one likes a pushy sales person. But in some ways, that’s flawed thinking. David Brock of Partners in Excellence explains why.