Are Sales People Afraid Cold Calling Will Die?
My apologies, up front, I have been trying to resist plunging into yet another discussion about cold calling. The proponents of cold calling (I’m one) and the opponents of cold calling are about as likely to reach agreement as the Democrats and Republicans in Congress are. We each tend to be staunch in our positions, showing zero flexibility in looking at another alternative.
Are you doing your win loss analysis wrong?
Win loss analysis is a critical tool for understanding and improving sales performance. Unfortunately, most sales organizations do not do them well, and miss out on most of the benefit. Are you making one of these four common win loss analysis mistakes?
Why Sales Enablement Can Prevent Success
Late last year I attended a presentation from Brent Adamson, Coauthor of The Challenger Sale and Principal Executive Advisor at CEB (now Gartner). He spoke on sales enablement... something that everyone needs to own within the enterprise.
Here's something you should stop doing this year
Sometimes improved performance lies in what you do. Sometimes, it lies in what you stop doing. If better sales results are part of your plan this year, here are some things you should stop doing right now.
Measure Change in Sales Effectiveness without Numbers and Metrics
We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve.
Five Years of Membrain: 5 Keys to Success
When I founded Membrain 5 years ago, it wasn’t because I thought I was great. It was because I knew I sucked. I sucked at helping salespeople succeed, and I wasn’t alone: Lots of companies sucked at helping B2B salespeople succeed.
