Tuan86 / Pixabay The most critical component in creating a high-performance sales team is attracting and selecting the right level of talent, however, hiring correctly is still the number ONE problem in most organizations. While the jury is still out on the on college national signing day and their recruitment of high school seniors, and […]
jarmoluk / Pixabay In complex B2B buying, I believe the old maxim, “People buy from people,” is still highly relevant. There’s probably a lot of data that supports this, but, anecdotally, let’s reflect: Complex B2B buying decisions are most often consensus decisions. Customers are getting other people in their organizations involved in the problem solving
If People Buy From People, Why Are We Racing In The Opposite Direction? Read More »
Stock photo Recently, I posted about what sales would be like in 2020, looking at how technologies like artificial intelligence will impact selling in the future. But what will sales be like in 2020 from a human perspective? How will the years ahead impact you and your salespeople? I am taking this journey at the
geralt / Pixabay Align Sales Compensation with Your Goals A compensation plan that works Note: This week’s blog is an excerpt from my new book: “Creating High Performance Sales Compensation Plans” When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has
In marketing, there are a few instances when it is critical that you follow up with someone. The clearest example is when you have an interested prospect, or sales lead. Companies acquire, develop, or build leads in a number of ways. Perhaps it is someone who filled out a form on your website, or someone
Sales is all about mindset. Why? Because, at the end of the day, people buy confidence and that starts from within. That’s why after practicing the skill set required for sales, you need to shift your mindset for better sales calls. Rather than going into the technical side of sales – like how what to
Over the course of the last couple of years, I’ve been focusing heavily on systematizing the different offerings in my sales funnel. Rather than focusing on the quick money I could make from a person, I started focusing on what business experts call “long money.” What is “long money”? Long money refers to the lifecycle
The 5-Part Sales Funnel That Leads to More Business Revenue Read More »
Maklay62 / Pixabay As the world of ecommerce continues to get more and more competitive, companies are finding it increasingly difficult to differentiate from competitors, connect with their target audience, and convince people to actually buy from them. Without clear and established guidelines about brand personality, voice, and style in place, new ecommerce companies seem
How to Keep Your Branding, Voice, and Style Intact No Matter Where You’re Selling Read More »
Back in 2014, gamification as a strategy for improving sales productivity was the trend – not that it was a new breakthrough idea then. The Gamification pertains to the use of gaming principles and design in non-game contexts. Prior the buzz and the “gamification” buzzword, select elements of gaming were already being employed in education,
geralt / Pixabay In many cases, predicting the future can sometimes be done with an artful projection of the past. Not with sales/marketing–at least not in these transformative times. For my part, I see a number of critical issues at the organizational and individual level. At the individual level, I see a huge shift in
