“Customers Only Spend 5% Of Their Time With Sellers!”
I read a post from a “thought leader.” If focused on how profoundly selling is changing—Wow, I’ve never heard that before. It focused on buyers spending less time with sales people, quoting a Gartner survey, suggesting they get their information from other sources.
How to Execute Your Sales Strategy Effectively Using Win/Loss Analysis (Part 3/3)
Over the past two weeks on this blog, I have laid out a simple framework for using win/loss analysis to massively improve your sales effectiveness, including how to collect the right data and how to supercharge your sales strategy.
It’s Okay to be Pushy in Sales
Ever thought to yourself, “Am I in a conversation, or a jousting match…?”
How to Supercharge Your Sales Strategy with Effective Win/Loss Analysis (2/3)
Your win/loss analysis can be a secret weapon for improving every aspect of your business. From sales strategy to individual sales skills, this three-part series gives you the framework for improving the way your sales system performs each year, using your win/loss analysis.
How Your Sales Team Can Double its Win Rate in a Recession
Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information!
How to Improve Your Business With Win/Loss Analysis (Part 1 of 3)
What is more valuable to your sales team than understanding why you win, and why you don’t? Probably not much. But there’s more to win/loss analysis than just improving individual sales performance. In fact, effective win/loss analysis can help you improve almost every aspect of your business.
