sales management
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.
The Sales Manager’s Job Is Different
The front line sales manager (FLSM) has, possibly, the single most difficult and important job in the sales organization. FLSMs are responsible for translating the strategies and priorities of the organization into execution by their teams. Through their teams, they are responsible for millions to tens of millions in revenue.
0%, 50% or 75%? In Sales, It Just Doesn’t Matter.
How far has a potential prospect progressed through their buying process before they engage with a seller for the first time?
How to design a sales process that helps build trust
There’s no question that trust is critically important in sales. Without trust, sales falter. But have you ever given thought to what, exactly, “trust” is?
