Sales employee turnover has reached crisis proportions and threatens to get worse before it gets better. According to Forbes, employee turnover in … [Read more...] about How much are you spending on lost sales talent?
CEOs Would Be PISSED OFF If They Knew This Secret!
I spend a lot of time with CEOs, boards, and top executives. Inevitably, profitable growth is a key issue, universal to almost all. … [Read more...] about CEOs Would Be PISSED OFF If They Knew This Secret!
How to make win/loss analysis more useful
Win/loss analysis should be a critical tool for improving sales force effectiveness, yet many organizations only analyze some of their wins and … [Read more...] about How to make win/loss analysis more useful
Data Reveals the Second Biggest Obstacle to Closing More Sales
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, … [Read more...] about Data Reveals the Second Biggest Obstacle to Closing More Sales
Who should head up enablement?
When they were little, my kids were great salespeople. If they wanted something and they knew it was going to be a hard sell, they’d establish … [Read more...] about Who should head up enablement?
ad-hoc projects: another nail in the coffin of BANT
It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales opportunities. For those who are … [Read more...] about ad-hoc projects: another nail in the coffin of BANT