sales management
Speed Limits, the Flow of Traffic, and Sales Pipelines
I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.
The keys to engaging our stakeholders
Our prospective customers are far more likely to want to engage with us if they believe that they are likely to learn something valuable from us. Most sales methodologies stress the importance of asking intelligent questions at the appropriate time and with the relevant context.
In Examining 27,357 Wins, 95% Of Sales People Did This One Thing!
Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve seen certain patterns emerge. Things like engaging the customer early in their process, ideally being the organization driving their thinking drives higher win rates.
The illusion of the expert buyer
One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor we have been working with – knows how to buy.
Are You Learning Yesterday’s Skills For Tomorrow’s Buyers?
Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on?
Why working harder might make you less effective
“Grind till you shine.” “The price of success is hard work.” “Success is 1% inspiration and 99% perspiration.”
