Cold calling is in the deep freeze. It has become a futile, costly and pointless exercise for nearly every business or organization. So, why do so many businesses still cling to this antiquated and ineffective practice? And more importantly, how can businesses and organizations better utilize their limited resources to heat up their pipelines? Read…
Could your sales team work more effectively? Work more efficiently? Produce stronger results? If so, the secret to helping your sales team members and your organization achieve more could be teamwork. Sounds simple, right? But as any sports team coach will tell you, superior individual performance depends on the support of a highly functional, supportive…
When buyer needs and seller solutions are in perfect alignment, magic happens. But getting there requires navigating a path of clear communication, accurate perception and the fulfillment of a brand promise. And the best way to get started is by crafting a good value proposition. Read More at Forbes.com
New Book, Hope Realized, Shows How Sales Management Consultants Help Business Owners What’s it like being a sales management consultant? What’s it like serving as an Outsourced or Fractional VP of Sales for small to mid-sized businesses? What kind of difference do our licensed Advisors make in the lives of business owners and their…
Your Best Sales Training Tool: Ongoing Sales Management Coaching We tend to think of sales training as a project rather than a process. As an occurrence rather than part of the day-to-day culture. As a burden rather than an opportunity. And that’s too bad. Because ongoing sales coaching can elevate total sales team performance and…
Active listening is one of the most important skills in the salesperson’s toolbelt. Unfortunately, it is often overlooked and undervalued in the sales process. The result? Sales that should be easy instead become difficult. Sales efforts that can only lead to frustration – for the salesperson and the prospect – continue toward inevitable dead ends.…
Sales success might not always be easy, but it gets easier if your priorities empower you to work smarter and focus on a strategy that fits your current circumstances. Unfortunately, sales organizations and sales reps often have a singular focus on new business sales activity because it appears to offer the shortest route to drive…
When I share my story with sales management and sales leadership professionals – in other words, with people like you – something surprising often happens. We discover a common bond. Sure, we might have had many similar experiences by being career sales professionals and accomplished sales executives; but the bond I’m really talking about goes…
Top Sales Management Tips for More Accurate Sales Forecasting Most Sales Managers would agree that accurate sales forecasting is important. Why, then, do so few of them use sales forecasting to full effect? Why, year after year, do they lament poor revenue projections, wayward goals, and missed quotas? Why do they cling to baseless projections…
Sales Roleplay: How to Use Roleplays to Improve Sales and Win Customers If you aren’t using sales roleplays, you are missing a golden opportunity to sharpen the skills of your sales team and improve sales success. In fact, because roughly 80% of sales teams do not use roleplays to enhance sales skills, you gain an…
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