sales management
How to train your people not to think
I heard a horror story from a sales leader recently whose organization uses about 15 different sales tools. One day, the "cadance tool" was glitching and unusable.
Who is the “Decision Maker”? 3 common sales mistakes and how to solve them
Most salespeople don’t really know what a buying decision maker is, even though they think they do. This fact is an often unidentified cause of painful late-game losses. These salespeople may think the decision maker is the executive, or the budget holder, or whoever is in charge of procurement.
What if your sales analytics are missing the point?
Sales analytics are supposed to make everything about your sales system more effective. Companies that market sales analytics technologies love to tout its benefits, from providing greater “insights” to promoting “optimization” of the pipeline.
On Differentiation
Differentiation is critical in helping customers select our solution over the alternatives. As important as it is, most sales people do a terrible job at differentiation.
Here's how to compete with the 800 pound gorilla in your industry
More than seventy percent of buyers wait until after they have fully defined their needs before contacting a salesperson to discuss a product or service. That finding, from CSO Insight’s new white paper, The Growing Buyer-Seller Gap, underscores the growing trend we all know and most of us hate:
I Know Why You're Failing... Stop It!
Failure in sales is no joke and it's never been more important to set yourself up for a great year. I recently ran a sales management masterclass for a global client and here are the key points I made to 30 sales managers about the way we all need to lead and inspire teams.
