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.
Unqualified Sales Meetings
Today’s case covers a common issue within sales departments, when salespeople waste unnecessary time with unqualified leads. This often happens when appointments are set by marketing or poorly trained SDRs, leading to inefficient use of time by highly paid salespeople.
Why I want to stop talking about sales technology
I care a lot about sales technology, and what it can do for sales teams. But for one day, I am going to stop talking about it. Why? Because for a large number of sales teams, technology is completely irrelevant.
Abandoning Excellence
Sometimes, I reflect on the “good old days.” Things were certainly different, I do think at a macro level things are far better than whatever our image of the good old days were.
