sales management
How should B2B sales people spend their time in order to reach quota?
Get your spreadsheets out! Or, use this template. We created it to help our clients answer a very important question:
How do buyers buy?
In the Internet age, the power of information has shifted from seller to buyer. In the past, buyers needed to contact sales people for product information. Today, massive amounts of product information is available online. Buyers can educate themselves without sellers knowing about it, and competition is global.
Why Generalized Sales-Training Programs Don’t Work
In my opinion, hundreds of millions of dollars worldwide are wasted every year on irrelevant, unnecessary or inappropriate sales-skills development and there are four obvious reasons why.
Swahili v. Swedish: Driving Focus in the Sales Engine
What I’m about to say may not sit well with some C-suite folks, but here it goes: What you have to say to the troops might not be what they need to hear. Yes, yes, you are the boss and, like E.F. Hutton (anyone remember them anymore?), when you talk, people listen. And if you’re the typical CXO, your day-to-day concerns are a world away from what a front line seller is concerned about. You may as well be speaking Swahili and the sellers Swedish.
Scania Mining: a systems approach to the complex sale
More and more products and services are becoming commoditized. In a world of web shops and Amazon, the online automation of transactional sales continues to reduce the need for sales people.
Sales Transformation – Don't Do Software Trials!
The most difficult part of an enterprise to transform is the sales organization. Many leaders see their revenue machine as a mystery black box filled with a little bit of science and a lot of art. On this, the allure of sales and marketing software tools (CRM, Methodology Playbooks, LinkedIn Sales Navigator, and social selling platforms) promise to bring increased reach, accelerated results, buyer alignment, consistency in sales execution, transparent pipeline creation, timely opportunity progression and predicable forecasting.
