It’s a tale as old as time: You’ve got a high performing salesperson shredding through all their goals, and you want to reward them with a … [Read more...] about Are you promoting the wrong salespeople?
Accelerating Sales Cycles
Today’s case covers the topic of how to accelerate sales cycles and improve cash flow. Many companies think that sales cycles have to be as long … [Read more...] about Accelerating Sales Cycles
What exactly is a value proposition?
Everybody knows you need a good value proposition in order to sell effectively. But does anyone know exactly what a value proposition is? If you ask … [Read more...] about What exactly is a value proposition?
Is sales "process" really the right metaphor?
The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is regularly … [Read more...] about Is sales "process" really the right metaphor?
Do women make better salespeople than men?
When I meet sales leaders for the first time, one of the questions I usually ask is, “Who is your top salesperson?” Very often, the answer … [Read more...] about Do women make better salespeople than men?
The Bloated Pipeline
Today’s case covers a common issue with a new sales hire’s ability to close deals consistently in a complex B2B sales environment. Pressed … [Read more...] about The Bloated Pipeline
