How to drive new behaviors at scale, one trainer’s story
When it comes to sales performance improvement, driving behavior change is one of the stickiest challenges of them all. How do you get the people in the field to adopt and actually become good at the new techniques and behaviors you want from them?
Avoid the pot bunkers of selling
The LPGA has a new AIG Women’s Open Champion in Sophia Popov – A first-time winner! I will get to why it matters after I set the stage. As an avid golfer, I am intrigued by the parallels the sport has to sales. Yes, there have likely been hundreds if not thousands of articles written about these parallels. But my twist is a little different.
How to choose your CRM for B2B Sales Effectiveness
Choosing a CRM is a major decision that will impact every aspect of your sales performance. Choose the right CRM, and your team will be enabled to perform more efficiently and more effectively. Choose the wrong CRM, and not only will you sink a lot of investment into an inappropriate tool, you may actually make it harder for your team to do their jobs.
Never let a good crisis go to waste
As Winston Churchill was working to establish the United Nations after World War Two, he observed that leaders should “never let a good crisis go to waste”.
How to unlock the double black box of sales data
Never in the history of sales, have sales organizations had access to so much data. Yet when I talk to company leaders, many are frustrated by the fact that more data has not translated to greater visibility, better collaboration, or more effective communication.
Seven factors that separate winners from losers in an economic downturn
No one has missed the global crisis we are in right now. A crisis that caused countries to completely close their borders, caused the worst stock market crash in modern history and where large parts of the economy are completely shut down. This is happening for real. But it is also a fact that there are factors that separate winners from losers in a situation like this.
