If you look at any leader with a high-performing team, be it a college football team, an orchestra, or a sales organization, it is likely that they prioritize recruiting.
Lifetime value is what you expect a client to spend with you over the course of your relationship. Let's assume a large ...
A trigger event is something that forces a company to change. For example, at the time of this writing, the Federal Reserve ...
There are two ways to describe what a sales manager does. One is to look at the outcomes they are responsible for creating. ...
Pricing power refers to a company's ability to set and increase prices without significantly reducing demand for its product ...
At the start of each year, the sales manager is given a sales quota, which is the total of their salespeople's individual ...
The salesperson working for a small company may worry they have too little sales collateral, while those who work for very ...
Time is your finite, non-renewable resource. While it may feel like your time is renewed each day, it’s important to ...
Many salespeople score poorly because the client doesn’t find their conversation valuable. Your prospective client will ...
I am not a researcher. What I know about sales comes from my experience selling. At age 13, I delivered newspapers and got ...
Salespeople typically have a list of factors that they believe influence their success in individual sales. For example, ...
You never hear the head of the accounting department ask about how to motivate their accounts payable clerks to pay the ...
Senior sales leaders often complain that sales training doesn't work. There are several reasons why they might be right, but ...
The Oxford English Dictionary offers two definitions for productivity. The first is "the state or quality of being ...
To understand how to talk about your features and benefits, you must start by identifying the level of value the stakeholder ...
Salespeople are a superstitious bunch. There are those who believe Monday isn't a good day to make cold calls, and there are ...
It is important for sales leaders to understand that, when pursuing a deal, the contest isn't between their company and ...
You don't hear a lot about social selling anymore. Its promise was that every salesperson would reach their goals by simply ...
When distinguishing sales leaders from sales managers, titles do not tell the whole story. It is possible that a person with ...
You've finished your discovery process and collaborated with your contacts on what they need. You've also done your best to ...
A long time ago, I noticed that the contacts I called on were not always interested in the meeting they had accepted. The ...
