sales management
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.
What Is The Objective Of This Call?
Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call?
Here’s how to make your brand into something everyone is talking about - the padel way
I’m on vacation this month with my family in Gotland, and we’ve finally tried the new hype: Padel. It’s like tennis, but you play it on a court surrounded by plexiglass, and you can bounce the ball off the walls as part of the game. It’s all the rage in Sweden and other parts of Europe right now, and it’s quite a lot of fun.
Is empathy a more powerful indicator of success than sales numbers?
Lisa McLeod, author of five best-selling books including Selling with a Noble Purpose, says the sales industry is focusing on the wrong targets. Sales quota attainment is a lagging indicator, and over-focusing on it can actually damage your team’s ability to perform.
The Dreaded RFP: Where Value Selling Goes to Die?
I recently gave a presentation on strategic pricing. Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs (requests for proposal). Her question: “How can we sell value when we can’t even talk to decision-makers?”
