The world, both our customers and our own, is best characterized by turbulence. By this, I mean each of us, at least if we are paying attention, is pummeled by information overload/overwhelm, massive disruption, escalating change, increasingly confusing choices, increasing complexity, transformation, time compression, risk, uncertainty, and distraction. Too often, our customers are struggling to […]
Sales Person as Sense Maker Read More »
PublicDomainPictures / Pixabay Sales reporting is essential for every data-driven company. These reports don’t just make your Monday morning meetings more informative; they make your everyday decisions more effective. Visually, each CRM reports on information differently, but all can quickly capture a large amount of information on everything from leads to goal tracking, sales to
How Sales Managers Should Use the 5 Most Important Sales Reports Read More »
GDJ / Pixabay Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We are presented a brave new world where we can engage the right customers, say exactly the right words at the right time,
AI and Sales: What We Misunderstand Read More »
As a salesperson, you’re trained to ask customers what they want in terms of your product offerings. That’s wise advice but it’s incomplete. If you only ask customers what they want and then give it to them, you’re missing the biggest opportunity that has ever come in front of you – the chance to sell
5 Sales Strategies Not Found in How-to Books Read More »
In the face of increasing goals and changing preferences of B2B buyers, sales and marketing teams alike are being forced to evolve in order to meet the needs of their prospects today. And on top of those changes, they’re being asked to hit lofty revenue-based KPIs, so it’s not shocking that ways to drive faster
3 Interactive Lead Qualification Tools for a Faster Sales Cycle Read More »
Customer Acquisition or Retention? When it comes to inside sales compensation plans, many companies fall into the trap of focusing squarely on customer acquisition. When they do so, however, customer retention may suffer. Because the cost of keeping a customer is one-fifth the cost of acquiring one, deciding whether to direct your efforts toward acquisition
Inside Sales Compensation Plans for Long-Term Revenue Generation Read More »
Sales reports provide insight into a business’ customer base and market position. They typically provide information on the number and value of deals closed, as well as potential leads. But a sales report is more than a simple presentation of data. Sales managers use it to analyze performance and develop strategies. They also measure the
Sales Report Guide To Key Metrics and Data Visualization Read More »
We all know the importance of conducting discovery calls. In principle, a discovery call is to help us learn more about the customer, their needs, problems, dreams, and goals. Once we “discover” these, we can determine whether the customer has a need that we can address, we can assess the urgency and interest the customer
Are You Guilty of Conducting “Non-Discovery?” Read More »
I am flattered that Brandon Bornancin wants to interview me for his upcoming book on the secrets to selling. I fear that I may be a little disappointing. When Brandon and his team first asked, my response was, “The real secret is there are no secrets. You have to do the work!” I’ve been saying
There Are No Secrets In Selling! Read More »
How well do you understand your prospective customers? These days, it’s not enough to brush up on top-level insights from a target account list. You have to meet your future and current customers where they are and on their terms. To do that, you have to do your homework to uncover the broader insights that
How to Build a 360-Degree View of Your Buyers Read More »
