sales management
What do you wish salespeople would stop doing?
Ask anyone on the street what they wish salespeople would stop doing, and there’s a good chance they’ll have a long list. But we wanted to know what the experts in the industry think.
10 critical best practices for your sales force in this crisis
We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working.
Reprioritising your target accounts
Having a clearly defined and actively worked new business target account list is a key strategy for anyone who is responsible for proactively developing their own territory (or who has BDR resources focused on their behalf).
How to sabotage your sales with bad assumptions
Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer understands the benefits of your offering. Assume that they know where to find the budget for your solution. Assume that they are the primary decision-maker.
The pros and cons of making remote work permanent
Working remotely has suddenly become the new normal, and I suspect many leaders have discovered that this remote work thing can actually work, even once the current crisis is resolved.
Is fear of accountability destroying your effectiveness?
Everybody loves to hold others accountable, but very few of us enjoy being held accountable ourselves. It’s natural. We’re human, and very often “accountability” is a code word for “perform or else” where “or else” is a threat.
