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What do 41 Sales VP’s have to say – quite a lot. We interviewed top sales leaders from 19 industries to learn more about their most pressing priorities and biggest challenges. Read on to learn what we discovered. 1. Alarming Gap in Large Deal Proficiency. Sales leaders rated the majority, or 46%, of their sales ...

Today a lot of specialized literature is devoted to business planning. You can come across special departments in the store which are dedicated to this issue. However, many novice businessmen often do not know the answer to the simple question: “Why a sales budget is essential to effective business planning?”. The logic of the question ...

How does your market perceive your business? How does your market perceive you? How would you like them to perceive your business, and you? What are you doing about it? Keep in mind that your market is what makes your living. You have to react to their needs and desires. So how are you positioned ...

In sales—especially in today’s ultra-competitive digital age—data accuracy is everything. On the plus side, just remember a time when a salesperson reached out to you, and you realized (perhaps with somewhat of a shock) that this person really understood you and your issues. On the negative side, just remember the last email you received, from ...

Salespeople are masters when it comes to words and so are authors. Though the two might seem miles apart in their industries, there’s plenty that sales reps can learn from authors – from saying more with less to being able to edit their work to achieve the best end result. Say more with less to ...

Imagine if you approached every cold call or sales conversation with a buyer as if they were a grandma - Guess what? Our buyers and clients deserve this. Read and see if you agree.

Organizations take products too seriously and sales are expected to flog them. They think products convey value and stress features, cool technology and price as the reasons why people should buy. The product-centric strategy is flawed Products don’t make companies or sales organizations great. In a marketplace where benchmarking and best practices are relied on ...

There is a beautiful classical piece of music—Moldau by Czech composer Bedrich Smetana—which describes a spring that begins in the mountains, becomes a brook, a stream, a creek, a river and then reaches the ocean. In the business world, we want a perfect, precise flow of data. It begins with one data point, and moving ...