sales management
You made your Hydra, here's how to unmake it
You know this scenario. You wanted to enable your sales team, so you purchased a CRM from a trusted vendor that promised you everything.
Four components to optimize your sales organization
A while back, I gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are applicable to sales organizations in every kind of industry, so I want to share them.
If you don’t understand it how can you manage it?
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves.
Why sales coaching needs to get closer to the individual
Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?
A progressive approach to qualification (that isn't BANT)
Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to sales opportunity qualification is fundamentally flawed and not fit for purpose when it comes to complex B2B sales.
How to win more sales the IKEA effect way
Do you know someone who likes to make crafts, build furniture, or garden? Have you ever noticed how they’ll spend $50 for the materials to produce an item that would have cost $5 at the store?
