Are you promoting the wrong salespeople?
It’s a tale as old as time: You’ve got a high performing salesperson shredding through all their goals, and you want to reward them with a big, fat promotion. But within six months of the promotion, your high-flying performer is miserable, your sales team is doing worse than before, and you’re at risk of losing some of your best people.
Accelerating Sales Cycles
Today’s case covers the topic of how to accelerate sales cycles and improve cash flow. Many companies think that sales cycles have to be as long as they are because of the complexity of the sale, but in most cases targeted coaching can greatly improve the length of the sales cycle.
What exactly is a value proposition?
Everybody knows you need a good value proposition in order to sell effectively. But does anyone know exactly what a value proposition is? If you ask 100 sales professionals, you’ll likely get 100 different definitions, some more useful than others.
Is sales "process" really the right metaphor?
The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is regularly published to prove that organisations with a defined “sales process” outperform their less well organised competitors.
Do women make better salespeople than men?
When I meet sales leaders for the first time, one of the questions I usually ask is, “Who is your top salesperson?” Very often, the answer is the name of a woman.
The Bloated Pipeline
Today’s case covers a common issue with a new sales hire’s ability to close deals consistently in a complex B2B sales environment. Pressed for time, new reps often prioritize the wrong activities, leading to bloated pipelines with poor close rates.
