How poor sales tactics destroy sales with bad evolution
Far off the coast of Ecuador, deep in the South Pacific Ocean, lies a collection of tiny, remote islands called the Galapagos. There in that ocean, in the midst of the Galapagos, a rim of volcanic rock rises from the sea to surround an ancient crater, together forming a hot and treeless island called Daphne Major.
Four components to optimize your sales organization
A while back, I gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are applicable to sales organizations in every kind of industry, so I want to share them.
Don't let the buying journey turn your salespeople into lapdogs
I admit, I’m not a dog person. But those little lapdogs some people carry around are kind of cute, especially when they do little tricks like speak on command or walk at their owner’s heel.
If you don’t understand it how can you manage it?
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves.
Why sales coaching needs to get closer to the individual
Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?
A progressive approach to qualification (that isn't BANT)
Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to sales opportunity qualification is fundamentally flawed and not fit for purpose when it comes to complex B2B sales.
