At the beginning of the new year, your company will dole out your new quota. Your quota is a goal your company sets for you, but it shouldn't be your only goal. You should have a few goals you are pursuing while contributing what your company needs from you.
A sales pitch presentation is to a salesperson as peanut butter is to a PB & J sandwich. That is to say, it’s not the ...
Would you be interested if I said I had the key to higher employee retention, improved performance, and better workplace ...
The sales industry is shifting. In 2007 it took an average of around four calls to reach a prospect. Today, it takes eight. ...
B2B sales has never been more complex or more challenging. From buyers who decide they prefer a salesperson-free buying ...
When sales leaders suggest that sales training doesn't work, they are referring to the check-box training you often find in ...
Of all the sales metrics, sales volume is one of the biggest. Whether your product costs one dollar or ten thousand dollars, ...
As a sales manager, you’re used to having all kinds of conversations with sales leadership, including forecasting and ...
The current state of sales is not good, and if we continue down this path, it will only worsen. Key failures are taking ...
The truth is that the sales conversation is one of the largest variables of success. The conversation is the only vehicle ...
My competency model for B2B sales includes more character traits than sales skills. Much of the time, a lack of certain ...
First impressions are everything.
There’s no such thing as a free lunch… or free sales training, right? Wrong!
There are only three ways to acquire top sales talent. The first way is to buy it. The second way is to build it. The third ...
Whenever I write that sales success is individual, it causes an immediate response from readers who argue that there are ...
Your numbers are low, leadership is breathing down your neck, your team's morale is slipping and you're doing your best to ...
Selling has never been easy, and it seems like the sales challenges continue to grow. Here are the top 10 challenges you ...
One way to measure sales success is the number of deals closed. While some deals are larger than others, and some are easier ...
When we talk about sales growth, we are looking at the increase in revenue in a period. For example, in 2021 you generated ...
Can you really conduct valuable sales training virtually?
To make a sale, you must first start a conversation. Outbound lead generation is an excellent way to get in touch with the ...
