The sales team knew the sales process helped improve the results they produced–they had tested it, they’d seen profound improvements in result, but they weren’t using it. They struggled to produce results. The manager knew he was supposed to coach his people. He knew that coaching was the most effective way to improve performance and […]
Too Busy to Do What We Know is Right Read More »
Every survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations invest millions in technology oriented to helping improve the efficiency of sales people. They invest millions in training, hoping to provide the skills to help sales people. They invest millions in content and other
Driving Better Sales Performance Through Sales Management Read More »
FirmBee / Pixabay I have tremendous empathy for sales people and what they face as they struggle to make their numbers. It seems the mantra is always “do more.” The solution to anemic pipelines is “do more prospecting” (that seems to be the magic solution to every sales problem). Alternatively, it’s “do more emails,” do
Tilting the Numbers in Your Favor, the Tyranny of “More” Read More »
Sales reps, perhaps more than any other position within your company, benefit from ongoing training routines. Onboarding is always a priority, but you can’t really expect anyone to absorb all of the information being thrown at them their first week. In order to succeed, your sales team has to constantly be ready to adapt, and
Transforming Conversion Rate By Video Customization Read More »
In recent years, freelancing has become huge and the movement is only getting bigger. More and more people are leaving their jobs, going it on their own, and taking control of their lives by starting a freelance business. Add to that, the fact that the internet has made it so much easier to make money
How to Get More High-Paying Clients for Your Freelance Business Read More »
Recently, I read a post from a marketing person I really respect. This person was asking the question and making the argument that perhaps we need to rethink selling, perhaps eliminate it. He’s a thoughtful person, so I paid attention to what he was saying. Fundamentally, he built his argument off two items. The old
Do We Even Need Sales People Anymore? Read More »
Mark Cuban may be the most famous bootstrapped billionaire in America. According to him, the secret to success is straightforward: sales cures all. It is important to find out why sales come first — and how to make more of them. Why sales come first. Startups today are obsessed with metrics — but it seems
Why Sales Come First (and How to Make More of Them) Read More »
Onboarding sales reps is painful — both in terms of the cost and delay in achieving return on training investment. And the cost of talent acquisition, talent management, and talent development isn’t cheap. Companies often spend upwards of $5,000 in training programs, shadowing tenured sales employees’ daily activities, and inefficiencies that are natural to a
Intent Data Improves Sales Reps Onboarding and Retention Read More »
Every profession goes through changes, especially sales. A certain sales technique may have worked in the past, but that doesn’t mean it’ll work today. To be a top-performing salesperson today and in the future, you must continuously adapt to both market and social conditions. There are several new business trends taking place—all of which affect
Trends for Every Salesperson Read More »
Every successful sale starts with a successful script. From the opening conversation to the final close, each step is essential to providing the best experience for your customers. Let’s take a look at four tips for perfecting your wireless sales script. Present value over price Always promote value over price. In addition to understanding the
How to Perfect Your Wireless Sales Script Read More »
