sales management
Fix the 3 Most Common Revenue Killing Excuses
The title says it all. Here are 3 common revenue-killing excuses, what makes them detrimental, and how to fix each one.
“Customers Only Spend 5% Of Their Time With Sellers!”
I read a post from a “thought leader.” If focused on how profoundly selling is changing—Wow, I’ve never heard that before. It focused on buyers spending less time with sales people, quoting a Gartner survey, suggesting they get their information from other sources.
It’s Okay to be Pushy in Sales
Ever thought to yourself, “Am I in a conversation, or a jousting match…?”
How to Improve Your Business With Win/Loss Analysis (Part 1 of 3)
What is more valuable to your sales team than understanding why you win, and why you don’t? Probably not much. But there’s more to win/loss analysis than just improving individual sales performance. In fact, effective win/loss analysis can help you improve almost every aspect of your business.
Who’s Our Ideal Customer?
Continuing my series “Things We Thought We Knew About Selling But Really Didn’t,” I want to talk about our Ideal Customers–or our ICP (Ideal Customer Profile.) We toss the term around casually, but when I look at too many pipelines or prospecting programs, the ICP is not discernible.
8 Guidelines for a Great 4th Quarter
The 4th quarter is the accountability quarter.
Some of you are thinking, “Hey, it’s been a great year,” because you’ve done well in Q1-3. Others are saying, “Ugh,” because you simply didn’t accomplish everything you hoped.
