sales management
In complex B2B sales, you face 3 types of competition
Most B2B sales people have a narrow sense of competition. They usually restrict their thinking to other vendors in the same market sector. But this absurdly narrow definition of whom or what they are really competing against is causing them to ignore some of the most significant forces that often stand in the way of a sale.
Optimizing Part Of The Selling Function, Sub-Optimizing The Whole
Recently. I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. They should never pick up the phone and make a prospecting call!”
Failed onboarding: Four reasons new sales hires struggle
There are few careers in which the failure rate is as high as it is in sales. According to CSO Insights, salesperson turnover hovers around 23% across the industry, which means that out of every 100 new hires, 23 of them will either quit or be fired.
Five steps to changing salesperson behaviors, according to psychology
Anyone who has ever tried to lose weight or keep a New Year’s resolution knows first-hand how hard it can be to change a behavior. Despite good intentions, and entire industries dedicated to helping fix bad habits, many people continue to smoke, eat junk food, and fail to exercise.
If You Don’t Understand Your Numbers, You Don’t Know How To Improve Performance
Sales and marketing are data/numbers driven, at least they should be and sometimes we pretend they are. But too often, sales people and managers don’t really understand the data/numbers.
Keys to Winning Mega Deals: An Interview with Christopher Engman
There’s a lot of talk about the differences between transactional and complex selling, but Christopher Engman says that’s not granular enough. Beyond complex and account-based selling, there’s a world he calls the Mega Deal environment.
