You need to know these win/loss analysis secrets
When I ask sales leaders about win/loss analysis, nearly everyone agrees that it is important. But when I ask them whether their company engages in them consistently and effectively, very few answer with a confident “yes.”
The Sales Process Club… Are You In Yet?
It used to be a joke among a small group of people… The Sales Process Club. I met one of the original members more than a decade ago at an industry conference where we both were speakers. I was sharing some of my early thinking on sales processes and their importance to sales performance, and my newfound friend smiled and said, “Hey, you should join our club.”
Five keys to better sales enablement
Let's dive into the key elements of an effective sales enablement system, and look at how the technology must support them.
When Less Is More!
We have a complexity crisis in our organizations. There is no place where it hits harder than in the sales organization.
Sales Methodology vs. Process: Why The Difference Matters
In the never-ending search for higher sales performance, many organizations invest in methodologies and process improvements, often without understanding the difference between the two.
Connecting the Dots: Sales Coaching Leads to Quota
If you want sales coaching to take root in your organization, it has to align with the real-world priorities of sales managers. So what is the top priority for a sales manager? Hitting the sales numbers is king, of course! When coaching is connected to goals and objectives, sales managers will naturally make it a top priority.
