sales management
Sales Effectiveness: Focus On The Individual Or The Organizational Performance?
The other day, Matt Dixon and I were having a discussion, trying to solve all the problems of sales. As is often, the case in these discussions, we started reflecting on a lot of broad and, possibly, esoteric issues.
This cognitive bias is making you cocky… and undermining your sales
Over the past several months, we’ve been exploring the impact of cognitive bias on the sales organization, and how to both harness its power and overcome its negative impacts. This week, we’re looking at a cognitive bias that makes you, and your sales teams, cocky… even if you think it doesn’t.
9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed
I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go.
Contrast drives change
When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss - not to an alternative solution, but to the status quo.
How Executives Fail to Understand the Reasons for Poor Sales and Revenue Performance
"That wasn't what I expected!"
You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to what you remembered feeling when turning the pages.
Top challenges for sales leaders in the new year
ProSales Institute issued their 2017 Sales Agenda report last month, which surveyed almost 400 sales leaders on their top challenges for the coming year. I read it with interest as I always do, and the results line up with where I see the industry’s challenges to lie, as well.
