Building a Dynamic Sales Process
Salespeople love to complain about sales process. It limits their creativity, ties them down to reporting activities, and serves as yet another way for management to judge them. In short, they think, it’s a painful waste of their time.
The Critical Importance of EQ in Sales
Have you ever seen the movie French Kiss, with Meg Ryan and Kevin Kline? One of my wife’s and my favorite lines from that script is this one: “Happy – smile. Sad – frown. Use the corresponding face for the corresponding emotion.” While it’s an entertaining scene in the movie, it might actually be a clarion descriptor of a serious problem for many sales organizations.
Dave Brock on the Most Overlooked Opportunity in Sales Performance
The sales profession is in trouble. The latest CSO Insights report shows that sales effectiveness has declined yet again this past year. Inside many companies, sales teams struggle to meet their quotas, and sales leaders and executives struggle to give their teams the tools, systems, and training they need.
The 3 Most Important Questions about Sales Process
Sales Process is a topic that I have chosen to write about around 25 times over the past 10 years. Lately, we are finally beginning to see some improvements being made in this area.
Challenger vs. solution selling: what does the data tell us?
A few weeks ago, when I wrote about the purported “death of solution selling,” reader response was tremendous. In the blog comments and on LinkedIn, readers shared a wealth of insights, discussion, and challenges to the article’s assumptions, all of which got me thinking more deeply about the Challenger vs. solution selling debate.
Closing Is Usually Not The Problem In B2B Sales
A while back, I was working with a client that provides brilliant cloud solutions with a compelling business case. When I asked what their biggest challenges were within the sales team they said: "Many of them can't seem to close... they want better closing techniques."
