How to build Salesforce dashboards that don’t suck [Interview with Gary Smith]
Gary Smith is the Chief Executive of The Gary Smith Smith Partnership (GSP). Gary writes frequently and expertly on the topic of sales dashboards and sales metrics. We caught up with him recently and asked him to share his secrets to creating sales dashboards that don’t suck. Here’s what he had to say.
How To Tell If Your Customer Profiles Are Broken
One of the most common – and perhaps most concerning – gaps we see in B2B sales organizations is the lack of true customer insight. We certainly understand that this is a complex topic, as the discipline of researching and validating customer perspectives is genuinely a full-time endeavor. Markets change, competitors innovate, and customers evolve.
How to get your salespeople to actually listen
It’s no secret that customer focus is one of the key differentiators of highly effective sales teams. In fact, in her conversation with us last year, Tamara Schenk of CSO Insights shared that 94% of world-class sales teams work a “customer core” approach versus 39% of all respondents.
Imagine: A world without sales managers
We all struggle occasionally to keep things in perspective. In particular, we start to take things around us for granted - things that are so embedded in our daily landscape that we stop recognizing them as being uniquely valuable.
Should the theory of constraints change the way you sell?
In the mid-2000s, Eliyahu Goldratt, a consultant and author of the bestselling business “novel” The Goal, developed a framework to help individuals and organizations achieve positive change. The theory centers around using constraints within the system to answer three key questions:
HBR is wrong again - social selling is not the remedy for lousy salespeople
A while back, the Harvard Business Review Blog ran this story on how social selling will benefit B2B Selling. Really? Aside from the fact that it's old news, the story contained some misleading information!
