You need more than technology to solve your sales problems
If you’re like me, you’re bombarded with advertisements for sales enablement technologies that claim they’ll increase your revenue, improve profits, make your life easier, and probably butter your toast as well.
Sales framework: a leadership investment for growth
Over the years of developing and executing roughly one hundred different sales and business development organizations, I’ve noticed definite success and failure patterns.
How much are you spending on lost sales talent?
Sales employee turnover has reached crisis proportions and threatens to get worse before it gets better. According to Forbes, employee turnover in sales averages above 20%, and rises to 34% or higher if you include both voluntary and involuntary turnover.
CEOs would be PISSED OFF if they knew this secret!
I spend a lot of time with CEOs, boards, and top executives. Inevitably, profitable growth is a key issue, universal to almost all.
How to make win/loss analysis more useful
Win/loss analysis should be a critical tool for improving sales force effectiveness, yet many organizations only analyze some of their wins and losses, and the focus is often more on the losses than the wins.
Data reveals the second biggest obstacle to closing more sales
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more.
