sales management
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.
Lean Selling: Insider Secrets for Increased Sales Effectiveness
More than 85% of the average sales process is pure waste, according to Kevin Klump, Director of Operational Excellence at Parsons & Associates and a certified lean process “sensei.” Klump has applied lean principles in sales organizations all over the world, and says that when he maps out a client’s sales process and develops metrics to track waste, that 85% number (or higher) proves true in the majority of cases.
Tipping Point Activities as Opposed to Just Activities
There are many components to the “ultimate” sales professional including competencies, the “will to sell”, and sales DNA, but one of the most important factors is what I call the secret weapon. The secret weapon is their manager.
