But I already have a sales process...
According to science, you are less beautiful than you think. When you get up in the morning, comb your hair, brush your teeth, wash your face - and you take a look in that mirror, it turns out that what you see there is not what your friends and associates see. To them, you look much worse.
Should We Develop or Replace Sellers?
I’m sure we’ve all heard the Aesop Fable about the goose and the golden egg, yes? One version goes something like this: A farmer had a goose that laid a golden egg each day. The farmer got greedy, however, and tried squeezing the goose so it would lay two eggs each day...
2016 count-down: our top ten most-read articles
We’re still waiting on year-end statistics from the analytics companies to tell us how the year went for our industry on the whole, but we’re ready to announce that 2016 was a remarkable year for us.
What is your sales organisation going to do differently in 2017?
If you’re like most sales teams, 2016 was probably a blend of high spots and low spots. A subset of your sales people (often the same ones as last year) achieved their sales targets well before the end of the year. Another group got there or thereabouts, and a further group struggled.
Mind the sales gap - seven compelling reasons you need to know where yours are
In the past year, I’ve seen more and more organizations get on board with developing quality systems that genuinely support sales performance. We’ve helped organizations develop the processes and systematize behaviors that have yielded 50-80% improvements in quota attainment, increased the size of deals, and decreased waste.
Account Based Everything
I’m somewhat amazed, but pleasantly so, about the sudden discovery of “Account Based Selling,” or as some refer to it, "Account Based Everything". It’s important for reasons beyond the “account based” focus, but at the same time, I have to chuckle at the apparent novelty of the concept.
