Coaching - the critical sales management skill?
Successful sales managers must master a range of important skills. They need to make sure that they recruit the right people and help them to realise their potential, encourage their teams to follow and contribute to the organisation’s learned best practices, ensure that opportunities are well-qualified, that pipelines are well managed and that forecasts are consistently accurate.
Five B2B sales tools you must add to Salesforce
If you are considering a Salesforce installation, or are already using it, you may already know that a plain vanilla installation is not going to give you what you need to improve sales productivity.
Win/loss analysis – are you learning as much as you should?
I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM that gives us a handful of choices about why we won or why we lost.
Top 10 sales methodologies for complex B2B sales
Implementing the right sales methodology for your complex B2B team can provide a major boost to sales effectiveness. But choosing the right methodology training company can be a challenge.
The what, why and how of outcome-centric selling
I believe that it would be hard to argue that B2B selling hasn't changed significantly in recent times - and equally hard to deny that it will inevitably continue to evolve.
Eurotainer enjoyed an outstanding year - thanks in part to the “Membrain Effect”
I love it when a client coins a phrase for us. We are extremely proud to be the sales platform for Eurotainer, a global provider of intermodal equipment for lease, based in France with offices on four continents.
