What sales teams can learn from high jumpers
In some ways, salespeople are a lot like athletes. They operate in a highly competitive field, and their performance is directly related to their skills, their capabilities, and their personal drive. In both cases, a certain amount of inborn talent is necessary to reach the highest levels of performance.
“There’s a Hole in Our Bucket, Dear CEO, Dear CEO”
I have a two-part question for you: Last year, how much money did your company spend/invest in attempting to win new business? Prospecting? And now the second part: How much money did your company spend/invest in endeavouring to retain your existing clients/customers?
When sales strategy and technology get married, we all win
If you’ve ever talked to someone who has been happily married for many years, you have probably heard them call their partner their “better half.” There’s a reason for this. The right marriage makes both people feel like they are more than they were alone.
5 secrets to perfect the timing of your sales proposal
You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. But there’s only a small window of opportunity to present a proposal, so timing is mission critical. Are you sure you’re ready – and what about the client? Is there such a thing as too soon in the world of consultative selling?
Why we're failing at sales and marketing alignment
Strong sales and marketing alignment is the holy grail for many organizations. It promises higher win rates, better revenue, and faster growth. Yet according to a Forrester report, only 8% of organizations achieve it, and in my experience, many have given up trying.
Where is your prospect in their buying journey?
One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on pursuing their sales campaign that they fail to accurately diagnose where their prospect is in their buying journey.
