Is your sales process a strait jacket? Or your best sales enablement tool?
It’s no news that a well-designed and implemented sales process makes sales teams more effective. According to CSO Insights’ Sales Performance Optimization Study, sales process related challenges are #2 on the list of sales execution challenges, right after “generate more leads”.
The Only Two Reasons Why Salespeople Fail and What to Do About Them
This may sound simplistic, but there are really only two reasons why salespeople aren’t successful:
A brief history of modern sales methodologies for sales leaders
Before psychology selling, before needs and pains and solutions and strategies, there was phrenology: The science of selling cars based on the size of a customer’s forehead. No wonder car salesmen gained a bad reputation.
This is How Sales Managers Should Coach Their Salespeople
Sales Management must spend 50% of their time coaching salespeople. Here's a coaching example for you.
What modern sales organizations must do to survive and thrive in the coming years
An interview with sales thought leader Bob Apollo:
9 prospecting mistakes your sales team isn’t learning from
Sales prospecting techniques that win new customers can be a juggling act for your salespeople, sometimes for legitimate reasons and other times less so. This is especially true when it comes to networking functions. While networking can be a useful and productive sales prospecting tool for your team, it can also be a huge money and time waster.
