sales management
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.
What is your sales value proposition? Does it work?
In today’s highly commoditised global market, if a company doesn’t have a sales value proposition then it is unlikely they will be successful and achieve growth.
5 Questions for Better Lead Qualification in 2016
The last quarter is approaching. A new year is upon us. Soon we’ll make grand plans for everything we want to achieve in 2016. Most likely we'll start out with a flurry of activity and be surprised, yet again, that we couldn’t maintain momentum for something that was clearly unsustainable.
The science of sales selection vs. the marketing of modern selling
Today I received this email from an OMG (Objective Management Group) Partner after he asked me to run an analysis on a company's top and bottom performers. He wrote, "After all these years, this is still amazing to me. Thanks Dave, my conversation is Monday and we are getting next steps in place. Appreciate the help." So why is that such a big deal?
Make your 2016 sales plan easy to execute
A new calendar year is coming up. Your business planning is underway. With existing customers to keep happy, tough competition and high expectations for growth, your sales execution will be key. Once you’ve done your market research and decided on a strategy, it’s time to get hands-on about how to actually get it done when daily operations kick in.
