Sales POP - Purveyors of Propserity
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Playbooks – Not Just for Sales Reps

Playbooks – Not Just for Sales Reps

Leadership / Sep 18, 2019 / Lisa Magnuson

Top Line Tips by Lisa Magnuson 97% of sales leaders believe that having a sales leader playbook would be extremely valuable and positively impact the success of their leadership teams.  However, only 14% of the respondents had a formal sales leader playbook.  (as compared with the majority who expect their sellers to follow a sales ... Read More

What Do 41 Sales VP’s Say about Big Deals?

What Do 41 Sales VP’s Say about Big Deals?

Leadership / Apr 28, 2019 / Lisa Magnuson

What do 41 Sales VP’s have to say – quite a lot. We interviewed top sales leaders from 19 industries to learn more about their most pressing priorities and biggest challenges. Read on to learn what we discovered. 1. Alarming Gap in Large Deal Proficiency. Sales leaders rated the majority, or 46%, of their sales ... Read More

Do You Have a Big Deal Sales Process?

Do You Have a Big Deal Sales Process?

Sales Management / Mar 21, 2019 / Lisa Magnuson

Most sellers don’t want to think about their sales process, let alone their ‘Big Deal’ sales process. Even tenured account executives believe that sales is more ‘Art’ than ‘Science’, comes naturally, and that every sales situation is unique. Let the sales leaders think about it, the sellers just want to sell. Sellers, wouldn’t the below ... Read More

Enterprise Account Sellers: The Future is Now

Enterprise Account Sellers: The Future is Now

For Sales Pros / Jan 10, 2019 / Lisa Magnuson

Today’s sales leaders are thinking about the future. Top of mind for them is identifying the specific skill set necessary for seller success this year, next year and five years out. Recognizing the new or enhanced requirements of top performing salespeople affects hiring decisions, seller retention, customer satisfaction, and ultimately, sales results. Four traits are ... Read More

Twas the Night Before Forecasts*

Twas the Night Before Forecasts*

For Sales Pros / Dec 12, 2018 / Lisa Magnuson

Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those calls; Prospect lists were hung by the computer with care, In hopes that some orders would soon be there; Anxious Managers were nestled all snug in their rooms, Where visions of better predictions, and hitting ... Read More

3 Tried and True Ways to Ease the Close

3 Tried and True Ways to Ease the Close

Sales Training / Nov 17, 2018 / Lisa Magnuson

Do you believe that if you do a good job during the sales process, then closing is simply a natural conclusion? Not something in and of itself and certainly not something to fear but simply the logical next step? Or – Do you believe that closing should include clever closing techniques (think Colombo), negotiating, handling ... Read More

Bids: Is It Just Me or Is Everyone Going to Bid?

Bids: Is It Just Me or Is Everyone Going to Bid?

For Sales Pros / Oct 31, 2018 / Lisa Magnuson

All my clients seem to be inundated with bid requests right now. Request for proposals (RFP’s), request for information (RFI’s), request for quotes (RFQ’s) – the activity levels are at a fever pitch. Are you involved with an increased level of request for proposals? If so, I have several sales strategies that will make a ... Read More

The Gatekeeper in Sales Still Holds the Key

The Gatekeeper in Sales Still Holds the Key

Sales Management / Aug 18, 2018 / Lisa Magnuson

Most of us aren’t lucky enough to have a gatekeeper. What is a gatekeeper in sales? A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Their role is to only let those through the gate who actually have ... Read More

Gathering Sales Insights – Not as Hard as You Think

Gathering Sales Insights – Not as Hard as You Think

For Sales Pros / Jul 31, 2018 / Lisa Magnuson

It’s not sexy. It’s not trending on anyone’s network or deserving of a #hashtag. It’s one of those topics that no one (especially sales people or their managers) really want to spend any time talking about. It doesn’t have the star-quality appeal or attention-grabbing calls-to-action such as headliners like: Improve your Close Ratios NOW by ... Read More

Customer Meetings Offer a Strong ROI

Customer Meetings Offer a Strong ROI

Sales Training / Jun 28, 2018 / Lisa Magnuson

Why Lessons Learned Customer Meetings Always Offer a Strong ROI Your Return on Investment for Retrospectives Retrospectives, sometimes called a win/loss analysis, are powerful for the following reasons: Done correctly, you can uncover the real buying criteria and decision process. Since the sale is behind you, but still fresh in everyone’s mind, it’s a perfect ... Read More

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