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Planning in Sales, and Why it Matters The dictionary definition of a plan is “a method for achieving an end.” A method is “a systematic procedure or technique.” Contained within that simple sentence is the key to why some salespeople succeed, and why some don’t. In many ways, we are to blame for why some ...

When it comes to marketing qualified leads (MQLs), how valuable are they to your organization? MQLs are those inbound leads generated by your marketing department, usually by encouraging prospect engagement through your website, live events, blog, webinars, newsletter and other marketing vehicles. MQL lead quality depends on a number of factors. A few of these ...

Many hold to the belief that money is one of life’s most important things. But money comes, and money goes, and comes once again. What is more important than money? That would be time. Unlike money, time just goes…and never comes back. So rather than maintaining the focus on money–return on investment, or ROI–change your ...

We are coming to end of 2017. Yet the subject of Sales & Marketing alignment still seems as pertinent today as it has ever been. In many organizations the frustrations seem to endure with every passing year – the age-old blame games are played out (especially at this time of the calendar when the stresses ...

Many experts point out that that the most powerful single source of new business for sales is referrals–from networking contacts, existing clients or strategic partners. Endless studies have shown that people are far more inclined to buy a product or service that has been referred to them. Referred clients tend to be stickier than other ...

Sales coaching excellence is difficult to achieve, but it is one of the fundamental elements that one finds in highly effective sales organizations. A couple of years back, I wrote a series of articles with my friend and former boss, John Golden about the need for sales leaders to focus on their craft as coaches. ...

Sales role-play can be an extremely valuable tool for helping reps internalize product knowledge and adopt new skills – when it’s done well. Too often however sales role-play is merely an awkward, high-pressured test of a rep’s ability to regurgitate back what they think is expected of them. Instructions are vague. Direction is unclear. Ultimately ...

Twenty six page corners turned over! Without checking, that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book). Keeping it simple: if you want to “up your sales game”, ...