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Why Salespeople Should Focus on the Steps, not the Close The importance of the sales process is largely undisputed. However, salespeople don’t often focus the step that is in front of them, they focus on getting the close. The ABC’s of sales, always be closing, is good advice, but it’s a little outdated in today’s ... Read Post
Why would you want a client to be your BFF? Your job, after all, is to sell them something, answer their question on why their product isn’t functioning the way it should or why their bill is higher than what they expected. Job descriptions never say “be the customer’s BFF”. Salespeople are viewed as instruments ... Read Post
While everyone is making predictions for 2019, I’ll go ahead and make some for something very near and dear to my heart: CRM. For in the incoming year I see some major changes for CRM both for the product and for the companies using them. Company Operating System To start with, CRM is moving more ... Read Post
There isn’t a salesperson alive who isn’t thinking about making their year-end quota right now. For those of you who are on a calendar-year sales cycle, you’re either resigned to the fact that you are not going to make quota, still hoping and praying for that one more deal to close, or you’ve already made ... Read Post
You’re already familiar with the benefits of personalized communication for your brand. Customers are good at detecting mass-marketing campaigns which makes them ineffective, at least for the majority of businesses. If you’re looking for a response from a customer, you’re better off tailoring your marketing content to more specific segments. The best strategy to personalize ... Read Post
We now live in the information economy. The geographical limitations of many peoples IP (intellectual property) has no restrictions. Read Post
As we close out 2018, let’s take a look at the path ahead for salespeople. I’ll knock some earlier predictions on their head, and make some of my own—and point out the challenges that sales must overcome if they’re to succeed in the coming year. Sales Job Predictions There have been some dire predictions in ... Read Post
There has been a lot made of Artificial Intelligence being leveraged in sales and to be honest a large percentage of it has been hyperbole. The reality is that AI can play a significant role in supporting salespeople but it will never take over from them in B2B and particularly complex sales. So I would ... Read Post
