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.
B2B selling is too complex and dynamic for a formal sales process
There’s a very good reason people say that sales is an art, not a science. Considering the ever-changing complexity of the B2B sales environment, it’s reasonable to feel that a formal “scientific” sales process would only inhibit good salespeople from doing their job flexibly and well?
Strategy vs. skill - a Las Vegas showdown
As veteran consultants, we have worked with practically every type of sales force, so we are rarely surprised by the clients we encounter. However, we have to admit we suspected someone was joking when we heard that a Las Vegas casino wanted us to help them with a sales force that services high-stakes gamblers.
How to use positive psychology to make your salespeople happy
It’s a topic we don’t often talk about: Salesperson happiness. It doesn’t seem very business-like to focus on a fuzzy thing like that, but we know it substantially impacts our organizations. From productivity to turnover, happiness makes our employees more resourceful. Plus, it’s just plain great to know we’re making a difference in our team’s lives.
What to include in a win loss review process (#3/3)
“We can believe that we know where the world should go. But unless we’re in touch with our customers, our model of the world can diverge from reality. There’s no substitute for innovation, of course, but innovation is no substitute for being in touch, either.” Steve Ballmer, chief executive officer Microsoft.
Why Salesforce CRM sucks for salespeople and how to fix it
Let’s be honest. CRM is a basic necessity for every sales department, but it’s really not everything it was cracked up to be, is it? If you’ve invested in Salesforce or another major brand CRM expecting it to form the backbone of a sales effectiveness engine, you were probably sadly disappointed.
