Our Customers Can’t Afford For Us To Wait Until They Are 70% Through Their Buying Cycle!

There are lots of posts around the popular research that indicates, “Customers aren’t engaging sales until they are, 57, 70, 90 (depending on the research you read) through their buying cycle.” As usual with the posts, there are the usual doom and gloom announcements about the future of selling and the “death of the traditional sales person.” Depending on the point of view being promoted and the services or tools being sold by the writer, things are shifting to social, marketing automation, content, inbound inside sales, and any other configuration of whatever is being promoted.

A CRM alone won’t fix your sales management problem

It seems that I have been in many conversations lately about Customer Relationship Management Systems, or CRMs. I have spoken with a variety of business owners and sales team leaders who are inquiring about the “best” CRM for their situation. What most are really looking for is a magic bullet to make their salespeople do the right activities to generate enough business.

Why B2B Sales has to confront the Value Gap

In survey after survey, the average sales person’s inability to effectively communicate the value of their offering has been rated as the most frustrating challenge facing today’s CEOs and Heads of Sales.

They are right to be concerned. The statistics are truly horrible.

The price and value relationship - 4 tactics to employ

Over the past 6 months, how many times have you heard somebody say “We have to add/deliver/sell/prove value!”. Most likely, it’s somewhere in the high 30s. Thanks for the concrete advice on how not to sell on price.

Break the Rules – Change the Game!

Here is what we know: More than 50% of frontline sales professionals missed target last year. That is worse than 2013, which was worse than 2012. Are you spotting a trend here?

Sales CRM or Sales Enablement Software?

Everyone needs a CRM, right? But what is it? And for whom was it really designed? Storing information about customers in a central database was a break-through decades ago, but is it enough today? Will storing contact information and tracking activities actually help you sell more in today’s sales landscape?