In every organization there is a degree of conflict between marketing and sales. Marketing complains that sales don’t move product effectively; sales claims they don’t get the support from marketing they need to do the job. Marketing says that certain sales activity is off strategy; sales responds by criticizing that marketing doesn’t provide clear enough ... Read Post

In sales, we all have targets or objects we’re aiming for or trying to exceed. Here I’ll share the very biggest target challenge I ever faced up to–and met–in my 20 years as a sales trainer and 50-plus years in sales. In Dubai several years ago, I met with the CEO of a major land ... Read Post

If, as someone once said, tact is the radar of the mind, then practicing DISC theory can be a valuable tune-up of your antenna. Indeed, DISC can have a positive effect on almost every aspect of managing. With each of the four behavioral styles, there’s a different way to communicate and delegate tasks to them, ... Read Post

It’s the age-old question that has been asked since the beginning of time (or at least since the beginning of sales): What makes a good salesperson? Is it attitude? Is it skills? Is it knowledge of the product? You will find someone sitting on of the three fences. But what really is the answer? The ... Read Post

Are you on the right track to accelerate sales and productivity? It often doesn’t feel that way. You’re working harder every year but you’re not consistently achieving quota expectations. You’re are not alone. Most companies are on the wrong track. Fewer companies are achieving their revenue plan each year (89.2% achieved plan in 2012 but ... Read Post

Continuing our series on artificial intelligence and sales, let’s take a look at Industry 4.0, known more commonly as the 4th Industrial Revolution. It has a profound effect on sales–and if done right, for the best. Defining Industry 4.0 Before we delve into this heavy topic, what do we mean by Industry 4.0? As I ... Read Post

It may or may not surprise you to know that trust is practically universal in being a decision-making criterion for buyers. But what may come as a surprise is the frequency with which that factor tips the scales from one vendor to another. Not long ago my company conducted a survey of 800 people. We ... Read Post

From the beginning, a primary goal for any CRM application has been an efficient management of sales performance. It has also been a desire of individual team members to evaluate their own performance. With its original release of Performance Insights, Pipeliner CRM well surpassed this functionality which has, in traditional CRM applications, proven overly complex and ... Read Post