sales management
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.
Three sales assumptions costing you millions
The sales profession is undergoing an exciting transformation, but is challenged by some pretty bad assumptions. These assumptions underlie the ongoing struggle to combat global declines in sales effectiveness.
Introducing the sales effectiveness manifesto
“We hold these truths to be self-evident”: Thus begins a document that every American schoolchild knows. The document would inspire an army to fight for a new nation that would one day become the most powerful in the world. It is a document that changed history.
CRM: It’s Time to Get Out and Drive
What is CRM? A software? A database? A reporting tool? A methodology? A way of life?
Are Your Sales Metrics Aligned With Your Business Strategy?
Not long ago, I spoke with a frustrated CEO. His company was doing OK, but somehow not meeting his expectations.
Why self-coaching may be the next big thing for sales departments
A few weeks ago, my workout trainer suggested that I start hanging from a bar five minutes every day - a “passive” exercise. This would straighten my spine, strengthen my grip and provide some additional health benefits. I listened with every intention of doing exactly as he suggested, but when it came down to it, I didn’t actually do it.
