What does the customer need to move forward?
There’s a major flaw in most of our (sellers/marketers) mindsets when we think about opportunities and the customer buying journey. This flaw is embedded in our engagement approaches, our processes, how we think about deals and moving forward.
My top 7 anti-Salesforce rants, all in one blog post
It’s no secret that I believe Salesforce has outlived its ranking as a top-rated sales tool. It was a game changer when it came out, by moving CRM to the cloud, but it’s grown top-heavy, expensive, cumbersome, and, frankly, makes life hard for salespeople and their leaders.
5 pricing rules I wish I’d known earlier
Presenting your price with confidence is vital with costs going the way they are in today’s economy. How can you maximize your revenue and avoid buckling under requests for a discount?
Look at this cute dog! Why some salespeople share dog pictures on social media.
I got annoyed recently at a post that went viral on LinkedIn. It wasn’t something I disagreed with or found problematic. It was just that I was jealous.
How to control your salespeople’s results and drive excellence by letting go
The quest to control everything comes at a great cost. Learn how to expand your influence by giving up control.
If you have leads in your sales pipeline, you’re doing it wrong
What happens when one of your salespeople obtains a new lead? Do they instantly begin working it like an opportunity in your CRM? Do they work the lead for a while before putting it into the pipeline? Do they wait until they are sure they’re going to win the deal and then plug it into the pipeline so they can look like a hero?
