sales management
What sales teams can learn from high jumpers
In some ways, salespeople are a lot like athletes. They operate in a highly competitive field, and their performance is directly related to their skills, their capabilities, and their personal drive. In both cases, a certain amount of inborn talent is necessary to reach the highest levels of performance.
“There’s a Hole in Our Bucket, Dear CEO, Dear CEO”
I have a two-part question for you: Last year, how much money did your company spend/invest in attempting to win new business? Prospecting? And now the second part: How much money did your company spend/invest in endeavouring to retain your existing clients/customers?
5 secrets to perfect the timing of your sales proposal
You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. But there’s only a small window of opportunity to present a proposal, so timing is mission critical. Are you sure you’re ready – and what about the client? Is there such a thing as too soon in the world of consultative selling?
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?
