The Wild West or 2016: 5 Ways to Figure Out if Your Sales Team is Behind The Curve

As I engage with sales organizations around the globe, I’m sometimes surprised how respectable companies lack a modern sales infrastructure and accept old (bad) habits, causing yearly losses in the millions.

3 Pieces to Building a Healthy Sales Culture

Building a strong sales culture is one of the first steps to building a strong sales team.

What do your salespeople talk about when they aren’t actively selling? If they aren’t walking around talking about what to sell next, how to grow the business, or how to improve their closing rate, you don’t have a sales culture.

A closer look at your win/loss analytics

When the end of the year is just a few days away,what would you discover if you did a quantitative analysis of the data for every single deal that your sales people worked on during the year? What actions would you take to produce a different outcome as we turn the corner and begin anew?

What If You Couldn't Discount?

I always worry starting a post with, “When I first started selling…..” I fear that I sound like one of those grizzled veterans living in the past. 

But when I first started selling, the company did something somewhat unique.

So, What Makes a Successful Sales Team?

An organization’s vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the organization’s destination. A compelling vision will stretch expectations, aspirations, and performance. Without that powerful, attractive, valuable vision, why bother?

Recommendations for an Effective Social Selling Strategy

New B2B buying behavior is driving sales organizations to consider expanding their digital presence beyond the traditional company website. As a result, social media channels have emerged as forums where salespeople engage in conversations with potential customers.