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?

How to: Increase Customer Retention

Did you know that it can cost more to acquire NEW customers than it costs to hold onto the ones you’ve got? Yes, customer retention is key for every business

Sales Performance Management: Finding Your Sales Rhythm

The fact that 41.9% of sales people fail to reach their targets brings out the importance of finding your team’s winning rhythm. Ever wonder how rowing teams always keep their strokes in sync? The secret is that their seats slide along a rail and they’re all connected. The coach establishes the optimal rhythm and the winning team is the one that best follows it.