Executing your sales strategy - the importance of how-to

By Fredrik Jonsson - August 26, 2015

In the B2B sales space, there is a wealth of information on emerging trends and the strategies required to adapt. Readers of this blog have likely heard about the ongoing polarization of sales, where the transactional becomes increasingly commoditized and automated while B2B sales gets even more complex. How will you survive and thrive in an era of global competition and informed buyers? Luckily, there is a laundry list of best practices - sell on value, implement a sales process, spend more time coaching and, of course, align with the buyer’s journey.

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Why Your Sales Training Isn't Working

By Robert Britton - August 23, 2015

So sales are sluggish, the sales reps have been struggling to retire quota for the past three quarters, and if things don’t turn around there’s going to be a workforce reduction to try and slow the bleeding. Let’s assume it’s not a manufacturing issue, a structural issue, a marketing issue – the bottom line is the reps just aren’t getting it done. The heat is turned up on the sellers by the sales leaders, outside consultants are called in, and training receives a flurry of requests to try and fix the problem. Stop me if you’ve heard this story before…

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Sales Strategy Change - 7 Steps to Increase Your Chances of a Successful Outcome

By George Brontén - August 19, 2015

We’re living in times of extreme change and global competition. In order to grow the business through new and existing customers, leaders need to create new sales strategies to cut through the noise. However, once your sales strategy is designed, how do you ensure proper execution?

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The Don Quixote Approach To Opportunity Assessment

By Jonathan Farrington - August 16, 2015

Emerging salespeople typically believe that all business is good business and to an extent, I can understand this viewpoint. If you are trying to make a name for yourself, being put under pressure by your sales manager to get “runs on the board” and earn the respect of the more experienced and successful members of the team, it is difficult to walk away from any opportunity if you believe you have the remotest chance of winning it.

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Sales Enablement: are you adding or removing obstacles for your team?

By Fredrik Jonsson - August 12, 2015

B2B reps are asked to wear many hats - they need to research, pitch, present, project manage, create urgency, negotiate, close, and deliver on promises made. It is the type of occupation that requires a wide range of skills and responsibilities. However, to get the most out of your sales force, one must actively work to remove obstacles rather than keep adding more and more responsibilities to an already full plate.

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Sales Effectiveness: 3 signs you are not speaking to decision makers

By Frédéric Lucas, Prima Ressource - August 9, 2015

At the very beginning of the sales process, it is very important to understand who the decision makers are in the purchasing process. Sales people should never start the discussion with a buyer in the purchasing department.

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Who are your true top sales performers?

By Fredrik Jonsson - August 5, 2015

Chances are you don’t even need to look this up. You know. Sales people are measured, KPI’s are in place. Accumulated sales and quota attainment usually tells the story. If we want to get fancier, we can look at win rate, average deal size and sales cycle. If we want to get granular, we can look at different efficiency and effectiveness indicators.

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5 sales KPI Pitfalls! (avoid at all costs for better sales leadership)

By Paul O'Donohue - August 2, 2015

Sales KPIs can make, or break, your sales results.

Here are five common mistakes when developing sales KPIs.

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Better sales forecasting - a very short primer

By Fredrik Jonsson - July 29, 2015

Ask any B2B manager about the joys of sales forecasting. Most likely, they won’t respond “I thought you’d never ask!” and excitedly explain how much they look forward to it every quarter.

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3 Ways to Fix your Lead Qualification Process

By Brian Kavicky, Lushin and Associates - July 26, 2015

The first step to fixing your lead qualification process is figuring out whether your lead qualification process even needs work. We can do it in the spirit of comedian Jeff Foxworthy – just not as funny.

You might have a qualification problem if you have customers that make you think, “Someday I am going to get rid of this guy.”

You might have a qualification problem if you have clients who are disappointed in the work that you do, even though you go out of your way to take care of them.

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