sales management
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.
Why I decided to build actionable sales process software (Membrain)
This is the story behind Membrain. I started my first company when I was 21 and quickly realized that it didn’t matter if I had the best solution in the world. Unless I could sell it, I’d be out of business. Furthermore: I found out the hard way that if I was going to scale my business, I needed to find ways to model successful sales behaviors.
Stop Wasting Money On Marketing Automation
Recently, I lamented about the challenge I face with my email Inbox in Your Marketing Is Driving Me Away! I spoke of the ever increasing volume of email messages that are simply irrelevant, undifferentiated, or poorly executed. And these are the marketing emails from well established organizations, sent by marketing and sales professionals.
