sales management
Can These Gamification Secrets Improve Your Sales Results?
Over the past few years, countless apps have been developed to harness the benefits of gamification. There are games for helping you get to the gym, games for helping you divvy up household chores, even games to help you reduce anxiety and boost your mood.
Are Sales People Afraid Cold Calling Will Die?
My apologies, up front, I have been trying to resist plunging into yet another discussion about cold calling. The proponents of cold calling (I’m one) and the opponents of cold calling are about as likely to reach agreement as the Democrats and Republicans in Congress are. We each tend to be staunch in our positions, showing zero flexibility in looking at another alternative.
Are you doing your win loss analysis wrong?
Win loss analysis is a critical tool for understanding and improving sales performance. Unfortunately, most sales organizations do not do them well, and miss out on most of the benefit. Are you making one of these four common win loss analysis mistakes?
Here's something you should stop doing this year
Sometimes improved performance lies in what you do. Sometimes, it lies in what you stop doing. If better sales results are part of your plan this year, here are some things you should stop doing right now.
The Myth Of The “Single Decisionmaker”
How many people are involved in the customer buying decision? If you are a fan of CEBs research, the answer is 6.8. Other research says there is always a single dominant decision-maker. Still other research suggests there is a dominant influencer (or mobilizer), that drives the decision-making.
Your sales enablement will fail without these 5 things
Sales enablement is a multi-billion dollar industry, with more than a third of organizations reporting planned investments this year. Yet if history has anything to teach us about those investments, less than half of those initiatives will achieve most or all of their goals. The problem is that many organizations invest in point solutions without first laying the groundwork that will make their investments pay off.
