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.
You Can’t Fix Sales Pipeline Problems In the Pipeline
Sales managers & sales people often spend too much time focusing on the health of the pipeline. David Brock from Partners In Excellence explains why.