CEOs: Are your sales people systematically outselling the competition?

“It is not the strongest species that survives, nor the most intelligent. It is the one that is most adaptable to change.”

This quote rings true in our competitive market economy. Over the last few decades, we’ve seen impressive improvements in efficiency and quality when it comes to production and other business processes. But how much has your sales process evolved and improved? 

Why does leadership accept a 41.9% failure rate in sales?

In CSO Insight’s study “Sales Performance Optimization - 2015 Key Trends Analysis,” there are alarming data showing that sales effectiveness, despite picking up after the financial crisis of 2008, has actually fallen since 2012.

Sales management and dental surgery

One of my brothers works as a dentist specializing in implant surgery. He’s a true expert in his space, always using the latest technology and pushing its capabilities to the limits. It’s interesting to learn how technology has improved the dental profession. He explained one of the latest advances he’s using and it got me thinking about early adopters of sales effectiveness software.

Is “quote, chase and pray” your sales playbook?

I just met with sales leadership at two respectable companies with yearly revenues in the billions and was completely blown away with the lack of structure, follow-up and ambition when it comes to b2b sales effectiveness.

FOCUS – The competitive advantage for sales organizations

Sales managers work hard to transfer the success skills that made them a top producer. They deliver training and coaching on key account management, running consultative sales meetings and overcoming objections. All of the above require another selling skill that is becoming obsolete in our multi-tasking society: focus.

Selling Value During the Sales Cycle

According to a Forrester study, only 15% of sales people are capable of articulating their offering in terms of solving a business problem. It is clear that the skill to understand and communicate value is in need of huge improvement.