How we’re getting sales management wrong: An interview with Jason Jordan
The day that a star salesperson is promoted to sales manager is both the “best and worst day of their life,” says Jason Jordan, co-author of Cracking the Sales Management Code.
Top 15 Keys to Shortening Sales Cycles
My local Sports Radio station was discussing the age-old issue about the need to shorten baseball games. This time they want to get it done in 2015, so one might ask, "What's different this time?"
What is sales enablement, and why should you care?
It’s one of the buzziest buzzwords in the industry right now: Sales Enablement. Everyone knows you need it. Top performing organizations have it. Nearly everyone has invested in it at some point.
Bigger Sales Pipelines - The Dangerous Truth
I usually get notified when new sales studies are published and I'm asked to link to those reports from my Blog.
What happens when you talk to customers when they're not buying
An interview with Dave Stein: How much time is your sales team spending with customers who are not actively buying? According to Dave, it’s probably not enough.
When Buyer and Seller Act as Partners, They are Building a Bridge to Profitability
I think (hope) we all accept that sales success today demands a radical shift from the “peddler” mentality of merely demonstrating products and expanding on their features. It requires treating the customer as a participant. More often than not, a “flashy” sales presentation alone alienates rather than persuades.
