sales management
Top 15 Keys to Shortening Sales Cycles
My local Sports Radio station was discussing the age-old issue about the need to shorten baseball games. This time they want to get it done in 2015, so one might ask, "What's different this time?"
Bigger Sales Pipelines - The Dangerous Truth
I usually get notified when new sales studies are published and I'm asked to link to those reports from my Blog.
What happens when you talk to customers when they're not buying
An interview with Dave Stein: How much time is your sales team spending with customers who are not actively buying? According to Dave, it’s probably not enough.
When Buyer and Seller Act as Partners, They are Building a Bridge to Profitability
I think (hope) we all accept that sales success today demands a radical shift from the “peddler” mentality of merely demonstrating products and expanding on their features. It requires treating the customer as a participant. More often than not, a “flashy” sales presentation alone alienates rather than persuades.
Six truths about agile sales that your organization needs to understand
Last week, I talked about implementing lean process in sales organizations. This week, I want to look at a concept that is often confused for lean selling, but that is actually very different and equally important: Agile selling.
Five Reasons Your Sales Team May Not Be Hitting Quota
We’re half-way through the year and sales managers are either smiling or singing the blues when looking at sales numbers. If you’re team isn’t hitting quota, it’s time to apply the EQ skill of delayed gratification and look for the root cause for missed sales goals.
