One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on … [Read more...] about Where is your prospect in their buying journey?
Can These Gamification Secrets Improve Your Sales Results?
Over the past few years, countless apps have been developed to harness the benefits of gamification. There are games for helping you get to the gym, … [Read more...] about Can These Gamification Secrets Improve Your Sales Results?
Are Sales People Afraid Cold Calling Will Die?
My apologies, up front, I have been trying to resist plunging into yet another discussion about cold calling. The proponents of cold calling … [Read more...] about Are Sales People Afraid Cold Calling Will Die?
Are you doing your win loss analysis wrong?
Win loss analysis is a critical tool for understanding and improving sales performance. Unfortunately, most sales organizations do not do them well, … [Read more...] about Are you doing your win loss analysis wrong?
Why Sales Enablement Can Prevent Success
Late last year I attended a presentation from Brent Adamson, Coauthor of The Challenger Sale and Principal Executive Advisor at CEB (now Gartner). He … [Read more...] about Why Sales Enablement Can Prevent Success
Here's something you should stop doing this year
Sometimes improved performance lies in what you do. Sometimes, it lies in what you stop doing. If better sales results are part of your plan this … [Read more...] about Here's something you should stop doing this year
