sales management
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.
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.
