sales management
Should the theory of constraints change the way you sell?
In the mid-2000s, Eliyahu Goldratt, a consultant and author of the bestselling business “novel” The Goal, developed a framework to help individuals and organizations achieve positive change. The theory centers around using constraints within the system to answer three key questions:
HBR is wrong again - social selling is not the remedy for lousy salespeople
A while back, the Harvard Business Review Blog ran this story on how social selling will benefit B2B Selling. Really? Aside from the fact that it's old news, the story contained some misleading information!
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.
