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Sales management and dental surgery

By George Brontén - March 25, 2015

One of my brothers works as a dentist specializing in implant surgery. He’s a true expert in his space, always using the latest technology and pushing its capabilities to the limits. It’s interesting to learn how technology has improved the dental profession. He explained one of the latest advances he’s using and it got me thinking about early adopters of sales improvement software.

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Is “quote, chase and pray” your sales playbook?

By George Brontén - March 18, 2015

I just met with sales leadership at two respectable companies with yearly revenues in the billions and was completely blown away with the lack of structure, follow-up and ambition when it comes to b2b sales effectiveness.

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Sales pipeline reviews – time sink or foundation for creative sales coaching?

By George Brontén - March 14, 2015

The sales pipeline review is a crucial activity for sales management. Done correctly, it helps produce accurate forecasts, drive accountability and prevent deals from stalling.

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Gartner: "Boost your sales win rates by 50% via win-loss analysis"

By Bob Apollo, Inflexion-Point - March 8, 2015

Most sales organisations claim to conduct some form of win-loss analysis. But according to a recent Gartner investigation, no more than a third conduct them with the proper degree of rigour.

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How to shorten the sales cycle?

By George Brontén - March 5, 2015

I recently wrote about the five most important KPIs when tracking a sales pipeline. One question that keeps coming up in discussions with sales managers is how to shorten the sales cycle. 

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Coaching The Sales Process - Deal Reviews

By Dave Brock, Partners In EXCELLENCE - February 28, 2015

I have an obsession with strong Selling Processes. It’s an important, but misunderstood aspect of sales effectiveness. One of the things I’ve discovered as a result of my diatribes, is many sales managers really don’t know how to reinforce the sales process in their coaching and development of their sales teams. I’ve gotten a lot of questions on this topic from sales managers, and I suspect there are a lot more that are embarrassed to ask about this.

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Sales metrics - 5 KPIs you must track

By George Brontén - February 25, 2015

To improve your sales team’s efforts, you need to keep an eye on your key performance indicators (KPIs). At a first glance, measuring sales appears very simple – just look at the results, right? While it’s true that the achieved business result is easy to measure, the difficulty lies in knowing how we got there and how to improve moving forward. How much could we sell for if we organized sales efforts better? Are we leaving money on the table? Which levers can we pull?

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FOCUS – The competitive advantage for sales organizations

By Colleen Stanley, SalesLeadership - February 23, 2015

Sales managers work hard to transfer the success skills that made them a top producer. They deliver training and coaching on key account management, running consultative sales meetings and overcoming objections. All of the above require another selling skill that is becoming obsolete in our multi-tasking society: focus.

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Qualify leads: 8 reasons to walk away

By George Brontén - February 18, 2015

Every sales person knows how difficult it can be to walk away from a deal. That’s why 25% of all deals end up in “no decision”. So, how do you know when to walk away?

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Selling value during the sales cycle

By George Brontén - February 11, 2015

According to a Forrester study, only 15% of sales people are capable of articulating their offering in terms of solving a business problem. It is clear that the skill to understand and communicate value is in need of huge improvement.

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