Tag: sales process
-
-
-
3 Sales Leadership Lessons from Yoda
Have you ever wondered why Yoda bothered training Jedi when he was completely kick ass on his own? He knew a valuable principle that would benefit many sales leaders: Heroism doesn’t scale
-
Sales Productivity and Flight DL 466
This past winter, I was delayed 7 hours and 10 minutes for a flight. It turned out to be the best 7 hours and 10 minutes I’ve had in a LONG time. Snow was coming down hard at LaGuardia. Flights were…
-
Are You Managing the Sales Process Backwards?
While TRUE, it’s almost always WRONG. “It’s the sales process. Period. Follow the process and you’ll have success!” Throughout time, every sales leader has uttered these words to every sales rep. Are these sales leaders starting at the wrong end?
-
Sales Forecast Spring Cleaning
‘When in doubt, throw it out.’ That’s been my closet cleaning mantra for 20+ years. A few well-tested guidelines: If I haven’t worn it in a year, off to Goodwill. If I ‘might fit in it again someday’, off to Goodwill. If it reminds me of Miami Vice, off to Goodwill. If I think my…
-
Use “Little” Data to Grow Sales Productivity
‘How many times did you try it?’ I asked. ‘Three’ was the answer. ‘But it didn’t work well, so I stopped trying.’
-
6 Attributes of Great Sales Performers
‘Profound knowledge being shared in a very simple and engaging way.” (Part 1 of a 7 part series on our inSPPECt methodology)
-
A Transformational Sales Formula
Are you ready to prioritize your selling resources? Why? Because they’re scarce and you need to use them wisely.
-
Does Your Sales Framework have ‘Weakest Link Syndrome’?
Selling isn’t supposed to be this hard. Driving sustainable sales growth should be easier. You have a great product. Marketing and Product are supportive. Yet the results are sporadic, often more random than predictable.