What Does It Mean to Elevate The Sales Profession?
I’ve been on a mission to elevate the sales profession from the very beginning of my entrepreneurial career, almost without realizing it. As a young salesperson, I resisted the manipulative sales tactics I was being taught. In my first company, Upstream, I proceeded to make every possible sales mistake and saw that what we were told to do simply doesn’t work.
Sales Pipelines, A Tutorial
Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. At first, I was surprised by the question, I think of this as basic and fundamental to selling. As I reflected, I realized this is a bad assumption.
Would You Rather Grow by 14% This Year or 30%?
If you could push a button and choose between 14% growth next year and 30% growth, which button would you push? Assuming that this sales growth is stable, manageable, and healthy, most sales leaders would push the 30% button.
How can anyone sell value without values?
I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B sales organisation”. It’s a topic I care deeply about, and I’ve included a link to both the recording and the deck at the bottom of this article.
How Many Integrations Do You Need?
When choosing a new CRM or other software for your company, you naturally want to know which of your systems it will integrate with. But sometimes choosing a platform based on available technology integrations can lead you astray.
Rethinking Account Based Selling
Recently, I was speaking to the leadership team of a sales organization. They were struggling with getting their people to develop and execute their account plans.
