Sales POP - Purveyors of Propserity
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Different Accounts Awaken Your Different Beasts
Prospecting / Jan 25, 2020 / Brian Sullivan

Different Accounts Awaken Your Different Beasts

In Sandler Enterprise Selling, our KARE account profiling process has developed a worldwide following since it rolled out in 2015. It’s based on the premise that in selling, we group our accounts into designations – geographic, vertical, size-related and other logical buckets. Such categorizations certainly add clarity and should, if utilized correctly, increase efficiency. Descriptive ... Read More

Your Value Focus Journey: Organizational Alignment

Your Value Focus Journey: Organizational Alignment

For Sales Pros / Jan 26, 2020 / Mark Boundy

Part 2 of a 4 part series. In my last article, I declared that “customer focus” is too vague to measure and implement, but that “customer value focus” was the essence inside customer focus that you were unknowingly seeking. Then I introduced three domains in which any journey toward value focus should operate. In this ... Read More

4 Tips to Land and Keep Top Talent in Today’s Candidate Driven Market

4 Tips to Land and Keep Top Talent in Today’s Candidate Driven Market

Marketing / Jan 23, 2020 / Ann Zaslow-Rethaber

The US is currently enjoying the lowest unemployment rates since the 1950’s. To say that talent attraction and retention is currently difficult would be a bit of an understatement. According to a recent Goldman Sachs “10,000 Small Business Summit” report, 70% of all small businesses within the country report facing difficulty in finding and retaining skilled talent. The ... Read More

5 Cash Flow Errors To Avoid At All Costs

5 Cash Flow Errors To Avoid At All Costs

Entrepreneurs / Jan 21, 2020 / Jocelyne Hall

CASH FLOW MANAGEMENT Cash flow management is a critical business skill that, when done correctly, can help propel your business to successfully grow and allows you to further develop your company. Unfortunately, if your business is unable to manage its cash flow, it could be the very end of your business at all. According to ... Read More

Building a House of Business—Making it Real

Building a House of Business—Making it Real

Entrepreneurs / Jan 21, 2020 / Nikolaus Kimla

In this series, we’ve watched our house of business go through the vision, the planning stage, and construction. Now we’re finally to the point that it’s nearly ready to inhabit! “Staging” When a house is finished and is on the market, staging furniture is often brought in so that potential buyers can visualize how the ... Read More

How’s Your Customer Focus Journey Going?

How’s Your Customer Focus Journey Going?

For Sales Pros / Jan 19, 2020 / Mark Boundy

If you don’t know what “being customer-focused” means or can’t measure it, you can’t know if you’re doing it.  Many company leaders desire customer focus. Fewer know exactly what that term means. Fewer still can describe specific behaviors to know how far they’ve progressed on a journey toward customer focus. Let’s fix that in this article. ... Read More

Do You View ‘No’ As The Conversation Starter?

Do You View ‘No’ As The Conversation Starter?

Prospecting / Jan 17, 2020 / Elinor Stutz

New salespeople can quickly become frustrated with their chosen career path.  They don’t realize that ‘no’ is usually the conversation starter. However, a few simple questions can provide the underlying thought and the exact meaning behind ‘no.’  The response is not always exactly as you believe it to be. For entertainment, ask senior salespeople to ... Read More

The Radical Approach That Increased Productivity

The Radical Approach That Increased Productivity

Leadership / Jan 16, 2020 / Justin Roff-Marsh

It’s not often that a radical idea enters the sales world and significantly alters the way that things are done. However, there are many assumptions about the traditional approach to sales management that are not correct, and a radical idea was needed to make things optimal. The Radical Approach: In many different areas of work, ... Read More

The Who, What & Where Of Sales

The Who, What & Where Of Sales

Pipeliner CRM / Jan 15, 2020 / John Golden

There is no doubt that Sales is becoming more complicated due to the ever-expanding networks that prospects and clients are part of. The advantage is that Salespeople can search these network connections as many of them are digitally available (LinkedIn, Alumni websites, etc) and discover the kind of six degrees of separation that would have ... Read More

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