It has never been easy to lead a sales force, but it is increasingly difficult today. The idea that sales is broken is a way to describe the slow reaction of sales organizations who don’t recognize how buyers have changed. Those who still practice a traditional sales ...
Imagine this: One of your star reps has spent months communicating with a prospective customer. You’ve helped your rep ...
A sales funnel is a concept that illustrates the various stages of a customer's purchase decision process. While sales ...
Supply chain issues and wage growth have been pushing the Fed to raise rates faster than ever, but despite these strong ...
Reaching prospective clients will be more challenging in the future. I know, you think it’s difficult enough now, but the ...
How you sell is a major factor in sales success. Even though the sales process is no longer linear, we still divide it into ...
As a writer, I care deeply about words. Words and phrases have meanings. When used incorrectly, words can confuse others or ...
Sales operations is the business function responsible for supporting the sales force by improving efficiency and ...
As B2B sales organizations continue to reorganize their go-to-market (GTM) sales teams, there is a convergence into revenue ...
When we assess the sales performance of the sales organization, we measure their results against their sales targets. The ...
You wouldn’t expect an NFL team to head into a game without having their plays ironed out. Similarly, your sales team can’t ...
There is nothing easy about leading a sales force or a sales team. Time passes fast, and you can look up to find you are ...
Customer loyalty is critical for growth companies. B2B sales organizations that lose clients (churn) must recover lost ...
B2B sales organizations sell to other companies. Sales leaders and their sales teams are responsible for an increase in B2B ...
Every sales organization and sales professional must choose between two sales approaches: traditional and modern. The ...
Only thirteen percent of customers believe a salesperson can understand their needs.
The investment you make in sales enablement ensures your sales force's effectiveness and will allow sales teams to create ...
Over time, as the external environment changes, sales organizations adapt their sales approach to match the needs of their ...
Over time, buyers have changed, and sellers have had to follow. B2B salespeople have had to find new ways to create value ...
You might have found sales success using a positioning statement about your company and your offerings. You may have found ...
There are rainmakers and rain barrels. The rainmaker makes rain by creating opportunities and generating sales and income. ...
