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Team Selling and Team Planning

Team Selling and Team Planning

Negotiations / Apr 5, 2019 / Brian Sullivan

Pre-call planning. As all sales managers know, there are tons of reasons why sales reps tend to avoid it like the plague. “I don’t do scripts”, “I’m best when I’m spontaneous” or “I can spend my time much more effectively doing other things” are all in the chorus. Then there’s, “It’s just a waste of ... Read More

7 Astonishing Reasons “The Only” Is Important to Sales

7 Astonishing Reasons “The Only” Is Important to Sales

Prospecting / Apr 3, 2019 / Roy Osing

Salespeople live in a world full of competitive claims that lack creativity, imagination, and truth. Most differentiation statements advocated by organizations and intended to convince us involve words like “best”, “number one”, “leader”, “fastest growing”, “most” and “highest quality” to assert their distinguishable characteristics vis-a-vis their competition. The usual clap trap These are common statements ... Read More

Sales Automation: In the Direction of Connection

Sales Automation: In the Direction of Connection

All About CRM / Apr 2, 2019 / Nikolaus Kimla

There are many things we can say about automation—but probably the most relevant thing is that the goal is interconnection. This means connection between all sites, companies, and systems where such connection is required and sensible. From the Past Coming out of the past, each individual system has its own peculiarities. That is why, in ... Read More

4 Basic Steps To Reliable Sales Reporting

4 Basic Steps To Reliable Sales Reporting

All About CRM / Mar 25, 2019 / John Golden

Sales reports and forecasts are vital to sales management. Without them, management cannot be effective, and sales targets cannot be accurately forecast or set. Here are 4 basic steps to create effective and accurate reports: 1. Data must be accurate A sales report or forecast is only going to be as accurate and reliable as ... 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

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