A lot of companies think that in order to be effective in sales, they need a large team of young, inexpensive "Sales Development Reps" (SDRs) lining … [Read more...] about Is the current SDR model destroying your effectiveness?
The Dismissive Attitude
Today’s case covers another common issue with a new sales hire’s ability to hit their sales targets in a complex B2B sales environment. A … [Read more...] about The Dismissive Attitude
What is a sales strategy and how do you create one?
The right sales strategy is critical to high sales performance. When a great sales strategy is aligned with appropriate sales process, methods, … [Read more...] about What is a sales strategy and how do you create one?
Sales Mastery or Sales Enablement?
I've worked with thousands of salespeople in many different industries. Professional selling is changing rapidly with technology-driven automation and … [Read more...] about Sales Mastery or Sales Enablement?
What is sales effectiveness and how do you measure it?
What is sales effectiveness? If you ask a room of 100 sales professionals, you’ll likely get 100 different answers. Some will talk about … [Read more...] about What is sales effectiveness and how do you measure it?
How to visualize value to dramatically improve sales outcomes
Few factors impact the success of a sale more than how you communicate the value that your product or service will bring to the customer. Yet many … [Read more...] about How to visualize value to dramatically improve sales outcomes
