sales management
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?”
Why the strongest leaders are empathetic leaders
When you think of the best managers or leaders you’ve ever worked with, what do you think of? Chances are, they weren’t overly egotistical, controlling, or mean.
Why your customers want to buy is as important as what they want to buy
You’d hope, wouldn’t you, that most salespeople understand what their prospective customers want to buy. You’d expect, wouldn’t you, that your salespeople understand what their prospects think they need before making a proposal.
How to Win More Deals by Making Better Human Connections
People like to do business with people they trust. Unfortunately for sales professionals, salespeople are often the last people anyone trusts.
