How to Improve Sales Team Performance with Individual Salesperson Goals

If you want to know how to improve sales by strengthening your sales team performance, it pays to understand the importance of individual salesperson goals. Simply put, properly established individual salesperson goals can and should make it easier for the entire sales team to attain overall measures of sales success. Unfortunately, without strategic planning, individual…

sales success buyer wants

Backstory for Sales Success: What Every Buyer Really Wants

Sales success sure seems complicated at times. Sales strategies abound, theories come and go, and tools and methods constantly evolve. Lost in the chaos, however, is one simple truth: sales success depends on buyers getting what they want. And because buyers are human, just like salespeople, their wants and needs should be relatable to the…

Why Discounting is Bad for Business (and Why Simple Alternatives are Better)

It’s not uncommon for clients and buyers to seek discounts on your products or service solutions. From the customer’s perspective, there can be many reasons to ask for better pricing: lack of perceived value, insufficient funds, better quotes from competitors, and so on. After all, who doesn’t like to get the best possible deal, right?…

New Advisor Spotlight – Steve Weimar – Southern California

We are very excited to announce a new Advisor in a new market!  Steve Weimar, Founder and President of STI Enterprises, Inc., has joined the Sales Xceleration network of Advisors. Steve’s strength lies in optimizing sales growth by challenging the status quo, empowering his teams to succeed and providing solid sales leadership for his clients.…

revenue growth

3.5 Ways to Jump-Start Revenue Growth and Sales in 2017

“Accelerating revenue growth” is by far the topic I get the most questions about.  It seems everyone is seeking the silver bullet – that one thing that will make all the difference to their sales – but I’ve never seen just one change increase sales significantly.  Rather, I’ve witnessed companies achieve success by focusing on…