sales management
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.
Creating a new axis for SPIN® Selling
Like many people of my generation, I was brought up on SPIN® Selling. It’s a little chastening to reflect on the fact that the book was first published nearly 30 years ago, but it (as Neil Rackham himself pointed out in a recent APS conference) remains a highly relevant element of the complex B2B sales toolkit.
Sales, Art, Science, Craft?
The article I wrote, Moving From Selling As An Art To Selling As A Science, has stirred up a lot of reaction in the various venues in which it’s appeared. There have been various comments, mostly supportive.
