Sales Playbook and CRM Problems - What the Data Tells Us
I can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste.
Here's how to compete with the 800 pound gorilla in your industry
More than seventy percent of buyers wait until after they have fully defined their needs before contacting a salesperson to discuss a product or service. That finding, from CSO Insight’s new white paper, The Growing Buyer-Seller Gap, underscores the growing trend we all know and most of us hate:
I Know Why You're Failing... Stop It!
Failure in sales is no joke and it's never been more important to set yourself up for a great year. I recently ran a sales management masterclass for a global client and here are the key points I made to 30 sales managers about the way we all need to lead and inspire teams.
How to make your sales strategy practically plug and play
Every year, sales organizations pour millions of dollars and tens of thousands of hours into developing sales strategies, and then sticking them in a binder on a shelf and ignoring them.
3 fundamental goals of sales leadership
The art and science of sales leadership is clearly complicated, but the fundamental goals of sales leadership - at least from my observations of complex B2B sales environments - seem to be remarkably consistent:
Why your reps don't have good value conversations and how to fix it
Everybody knows that value conversations are important to sales success, but remarkably few sales teams consistently execute on the concept. It can be frustrating to teach reps the importance of value-based selling, to enroll them in training, and to watch them continue to try to sell features or have generic sales conversations that go nowhere.
