sales management
The Ten Laws of Strategic Selling
Definition: Strategic Enterprise Selling: The process of engaging early at the most senior levels, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions with unique compelling value while setting an agenda that disadvantages or eliminates competitors.
Is your sales process a strait jacket? Or your best sales enablement tool?
It’s no news that a well-designed and implemented sales process makes sales teams more effective. According to CSO Insights’ Sales Performance Optimization Study, sales process related challenges are #2 on the list of sales execution challenges, right after “generate more leads”.
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.
