The Challenger Sale has been called the best marketed but worse executed sales program in history. Is this assessment fair or evidence of sour grapes … [Read more...] about Confronting ‘The Challenger Sale’
How to Make the Mistakes that Cost a German Grocer $500 Million
In July, German grocery chain Lidl announced that it was calling it quits on a massive project to upgrade their inventory management system, a project … [Read more...] about How to Make the Mistakes that Cost a German Grocer $500 Million
Communicating Your Value
It's truly amazing how seller's emphasize 'unique' features or benefits that, in the eyes of the buyer, look pretty much the same as their … [Read more...] about Communicating Your Value
How to define sales benchmarks to achieve more consistent performance
In today’s coaches corner, we’re discussing how to achieve better consistency in win rates, cycle times, and deal sizes across your sales … [Read more...] about How to define sales benchmarks to achieve more consistent performance
Elite Salespeople are 200% Better in These 5 Sales Competencies
Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their … [Read more...] about Elite Salespeople are 200% Better in These 5 Sales Competencies
CEO: What you need to know about why your sales department is screwing up
I hate to be doom and gloom, but many sales departments are failing to perform. Year after year after year the data coming out of organizations like … [Read more...] about CEO: What you need to know about why your sales department is screwing up
