What if your sales analytics are missing the point?
Sales analytics are supposed to make everything about your sales system more effective. Companies that market sales analytics technologies love to tout its benefits, from providing greater “insights” to promoting “optimization” of the pipeline.
On Differentiation
Differentiation is critical in helping customers select our solution over the alternatives. As important as it is, most sales people do a terrible job at differentiation.
Why sales content needs to be integrated to your CRM
Getting the right content to salespeople at the right time to serve potential customers has been a struggle for a long time. In the old days, when a company might produce only one or two all-purpose sales slicks, the solution was as simple as training salespeople when to hand the brochure over.
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.
