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Capacity, Coverage, and Capability
We’ve worked with several clients over the past 18 months on elements of their sales strategy, which clearly defines who you are selling to, what you are selling, how you are selling and why you are...
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Sales as a Story
“Poets, priests, and politicians have words to thank for their positions” – The Police There is a recent trend (fad?) in sales training around storytelling – it’s the “whiteboard selling” of this...
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Watching the Sales BASICS at Work… or Not
Over the past few months, my family has been fortunate enough to buy a 1925 bungalow in the neighborhood where we wanted to live. If you have ever acquired an older home with some character marks, you...
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Does Your Go-to-Market Strategy Make Sense
An article, blog post or Whitepaper generally gets a lot of views or is popular for one of two main reasons. (1) It’s controversial or on a topic that is “charged” in some way, or (2) the content...
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THE FIVE DISCIPLINES TOP PERFORMERS MASTER
We asked the best of the best of our sales superstar network to tell us what drives their off-the-charts performance.
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4 Ways to Cut Cost of Sales (Without Cutting Heads)
Like many business projects, sales effectiveness projects are often focused on the big 3 – Increasing revenue, cutting costs and/or reducing risks. When we talk to sales leaders, the primary stated...
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7 Steps to Sales Force Transformation Blog Series – Step 1: Drivers of a...
What does it take to truly transform your sales organization? Do you even need to transform, or simply tweak? What levers can you pull to ensure and even accelerate success? These are several of the...
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Learning Confidence
Last week, I was invited to be the inaugural speaker at the Vorsight Women’s Leadership Initiative. The group aims to help early and mid-career sales women continue to be successful in Sales. We had a...
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Why Sellers Should Negotiate
A recent stat from CSO Insights noted that 68% of companies are planning to add salespeople, and it typically takes 6-9 months to get them onboarded. Hiring is often a seemingly complex process with...
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7 Steps to Sales Force Transformation Blog Series – Step 3: Building Your...
In our research on sales force transformations for our new book, 7 Steps to Sales Force Transformation, the greatest challenge we heard from our interviews, as well as the survey was the difficulty in...
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What is Your Sales Pipeline Telling You?
The sales pipeline, or funnel, gets a lot of attention, from CEOs to sales professionals and everyone in between. The CEO often gets asked about the pipeline on analyst calls, while sales managers are...
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The Generational Mentality Map
How can you equip your sales force to sell across generations? Here is your field-tested cheat sheet.
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