sales management
Stretching your customer's value gap
Whenever your customer sees little meaningful difference between their current situation and their future potential, they will be inclined to stick with the status quo.
Are we calling our customers by the wrong words?
Every sales professional knows better than to make the cringe-worthy mistake of calling a customer by the wrong name. But it occurred to me recently that entire sales organizations may be making the mistake of calling their customers by the wrong words, and it may be limiting their effectiveness.
The harder the questions; the easier the sale
Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they didn’t ask the next logical question, and now critical information is missing?
Keys to success in the new year!
December is always ripe for prognostication and advice for success in the New Year. Pundits, consultant, vendors of Sales/Marketing automation tools will offer endless insight and advice on how to beat your goals, how to be successful, how to have a fast start for the New Year.
Why you should stop spending so much on technology
In almost every industry, technology spend continues to increase year over year, and sales is no exception. Currently, some companies spend more than $12,000 per salesperson and year in sales technology, not counting implementation costs and lost productivity.
Just how much is your organizational knowledge worth?
You probably know or can put your hands on metrics for a lot of aspects of your sales organization. For instance, you know how much your salespeople need to sell in order to meet your revenue goals.
