sales management
Capacity Beats Efficiency: How VMCL Gives Complex Sales Teams the Edge
The most effective B2B sales organizations are more than just efficient. They’re effective. They make good use of salespeople’s time, they bring home more (and more profitable) sales than their competitors, and they stay strategic to provide outstanding value to buyers and to their own company.
Embracing The “Messiness” Of Buying And Selling
As human beings and business professionals we crave structure and order in everything we do. We build carefully architected sales processes. Our customers draft detailed project plans, guiding them on their journey.
Why Cheatsheets And Hacks Don’t Deliver
My feeds in social media are filled with Cheatsheets, Hacks, Templates—all sorts of tools. They attract lots of interest, lots of requests. People are looking for anything they can do to help them do their jobs, to find the shortcuts or secrets to success. I look at them, most are pretty good, there are always interesting ideas and approaches.
The Death of Customer Proposals. Stop Sending Proposals and Win More Sales
The proposal trap: You just got off the phone with what you thought to be a promising prospect. At the end of the conversation, you told the prospect that you’d be sending them a proposal.
Top 20 Reasons Why Sales Opportunities Don’t Close
As regular readers know, I often use baseball as an analogy to help readers more easily understand the many facets of selling. We are going to discuss closing but we’ll begin with closing’s baseball cousin, scoring.
Your Sales Success Depends on Your Decision-Making Context
Every sale, in the end, is a decision. To make more sales, salespeople need to understand how their customers make decisions. In order to understand how they make them, they need to understand the context in which they are making them.
