Are You Winning Enough?
This may seem very basic, but I’m constantly surprised by how little we address the issue of “Are we winning enough?” Of course, there are a number of ways to consider and respond to the question.
Is “being present” the next big sales skill your team needs to develop?
When you think of skills your sales team needs, the words “being present” probably don’t pop to mind. But when I spoke with Colleen Stanley, author of Emotional Intelligence for Sales Success and president of the sales leadership development firm Sales Leadership, she listed “being present” as the key skill salespeople and their managers need in order to build trust with each other and with buyers.
Routine price objections: are you prepared?
Be prepared for routinely heard price objections! It’s a piece of advice that I’ve given to hundreds of clients. Identify the list of price objections that salespeople hear on a regular basis, and then prepare the most effective responses for diffusing those objections.
How to increase your average deal size
Increasing average deal size can be a great way to grow revenue. Larger deals can provide higher profits with lower cost of delivery. They may require less total sales team involvement per dollar. And they can help to even out peaks and valleys in your sales trends.
Is it time to stop allowing the Covid excuse?
One of the most illuminating elements of Objective Management Group’s sales evaluation methodology is the way in which it explores and exposes each salesperson’s motivations, mindset and self-limiting beliefs - their “Sales DNA”.
What is revenue operations and why should you care?
I’ve been seeing a lot of talk lately about revenue operations, also sometimes called revops, and I’ll bet you have too. The term seems to be having a moment in the spotlight. For instance, I heard that “VP of Revenue Operations” job titles have increased by 300% in 2020 and 2021.
