sales management
The Only Two Reasons Why Salespeople Fail and What to Do About Them
This may sound simplistic, but there are really only two reasons why salespeople aren’t successful:
A brief history of modern sales methodologies for sales leaders
Before psychology selling, before needs and pains and solutions and strategies, there was phrenology: The science of selling cars based on the size of a customer’s forehead. No wonder car salesmen gained a bad reputation.
What modern sales organizations must do to survive and thrive in the coming years
An interview with sales thought leader Bob Apollo:
9 prospecting mistakes your sales team isn’t learning from
Sales prospecting techniques that win new customers can be a juggling act for your salespeople, sometimes for legitimate reasons and other times less so. This is especially true when it comes to networking functions. While networking can be a useful and productive sales prospecting tool for your team, it can also be a huge money and time waster.
Is Solution Selling Dead? Is Challenger Sales The New KING?
Is the Challenger Sale a paradigm shift that makes solution selling irrelevant? Is it dead wrong? Or is it all just a matter of semantics?
Shift Sales Culture to Reignite Business Growth
Recently a CEO said that he won’t place too much emphasis on sales goals this year because he can see where the market is headed. Instead they’ll focus on where to cut costs and adjust their manufacturing processes to be more efficient. Yes, a CEO said they will not put much emphasis on sales goals. Guess
