What’s more important: our Sales Process, or our Customer’s Buying Journey?
Traditional wisdom suggests that following a well-defined sales process can significantly improve both individual and organisational sales performance. The evidence certainly suggests that this approach can be effective in relatively simple, high-volume, predictable and repeatable sales environments.
Podcast - Building Winning Sales Teams for the Future with Two Tall Guys
Do you know the key strategies that effective CEOs use to empower their sales teams for success? Join us with guests Sean O'Shaughnessey CEO of New Sales Expert and Kevin Lawson, President of Lighthouse Sales Advisors as we explore the victories and challenges facing sales teams as we head into 2025.
In this episode, we highlight the essential actions leaders must take, such as defining ideal customer profiles and crafting compelling value propositions, to navigate the complexities of the sales funnel and build a winning team.
What Do Politics and Sales Have In Common? We Agree the Problems are Urgent, but We Can’t Agree on What They Are
Politics is big in the news this month as the US prepares to inaugurate a new president, and the world waits to see what happens next. But whatever happens, one thing is for sure: We aren’t going to solve all of the world’s problems. Not today, not this month, and probably not in the next ten years. Maybe never.
Podcast - From Entry-Level to Industry Leader with Andrew Barbuto
Ever wondered how a career in digital media sales can transition from an entry-level position to an industry-leading role?
Meet Andrew Barbuto, a digital media sales expert and Author of "Top Sales Producer: How To Crush Your Sales Quota", who shares his intriguing journey from the trenches of budget management and report generation to becoming a top-performing sales producer.
His initial hands-on experience as an account manager played a crucial role in understanding complex sales and educating clients, laying a robust foundation for his remarkable success.
Structural Capital in Sales
There are many kinds of capital in a business: Human capital, financial capital, and intellectual capital are well-known types. In the context of the sales team, human capital is the people who do the sales work, and financial capital is the budget available to pay them and help them do their jobs. Intellectual capital is the stored knowledge, experience, and information your sales department owns.
Three Ways The Ancient Art of Kintsugi Can Improve Sales Performance
In Japan, there is an ancient art called Kintsugi. In Kintsugi, broken vases are repaired using a mixture of lacquer and gold or silver powder. The resulting artwork highlights the seams of the repair, and is more beautiful for having once been broken.
