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

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

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

The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is important know what levers to pull to improve effectiveness. Read More

Who doesn’t want to skyrocket their sales and have a successful business? If you would ask any business owner what’s his biggest dream, the answer is obvious. Each entrepreneur wants to increase their sales and profit. However, all business owners know that they need to put in a lot of effort if they want to ... Read More

Most people understand that marketing is key in how well sales performs, but the service organization is even more important. And the problem is that most organizations try to use service as a key component of their competitive strategy yet few actually deliver anything but mediocre service. Quite frankly, service generally is abysmal despite the ... Read More

In recent years, personalization has become a major content marketing buzzword. Everyone actively uses this term, but just a few know what it’s actually all about. Most sales managers believe that personalization tactic is all about putting a customer’s name in the subject line of an email. But it’s much more than that. Using cookies, ... Read More

People are smart to question the future of automation, for it has become part of everything we do. With the number of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon Prime, containing the items we were simply browsing for that ... Read More

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

Want to sell your products? Well, pick up the phone, dial your prospect’s number, pitch your idea, and you are done! Sounds easy, right? The only problem is that real-life selling situations are not this easy. But wait; you must be thinking that selling stuff is just a matter of interest. If someone likes it ... Read More

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

Less than twenty-five percent of people who make New Year’s resolutions have kept them by the end of January. Just because the turn of the new year has come and gone doesn’t mean we should stop thinking about our resolutions and ways to improve ourselves. Bad Habits When does a habit become a so-called “bad ... Read More