sales management
The Ladder of Sales Competence
In psychology there’s a model called “the four stages of competence” that explains how people move through different stages when learning new competencies. I find this model interesting to have in mind when it comes to sales competence and sales technology.
Take a Look at Yourself Through Your Customer’s Eyes – If You Dare!
When was the last time you wondered what it would be like to buy from you? Maybe you never have; maybe the prospect would be far too daunting. Imagine arriving at your office, was it easy to park? Were there reserved parking spaces for customers/clients? Close to the front entrance? And when you approached reception, what response did you get? Did you feel welcomed? Valued? Important?
3 steps for successfully targeting and segmenting your customers
Success in B2B sales has little to do with individual behavior and professional selling skills. It depends on sales leaders’ ability to set the right direction and to empower the organization with the right tools. One tool is a customer segmentation and targeting model. Here are three steps to help you build a successful customer segmentation and targeting model.
CRM: Graveyards of Information or Powerhouses for Improvement?
George Brontén from Membrain has been following my posts and regularly provides insightful comments. LinkedIn is an amazing platform for building relevant connections with thought leaders around the world and we decided to catch-up on Skype.
How to ramp up new sales people faster
When speaking to sales leaders and CEOs, I often hear complaints about how long it takes to hire sales people and get them to generate positive cash flow for the company.
5 Irreversible Shifts In Buying Behaviour
In recent months, I have seen an ever-increasing amount of attention dedicated to the fact that B2B buying is changing - and fast. And that's a good thing: it finally seems like everyone’s coming to terms with the fact that buyers are firmly in charge of the buying process today.
