This is certainly the era of Big Data — so much so that storage device capacities constantly expand. We’re now up to multiple terabytes with no end in sight. But just because all of that data is available, and we now have ways to store it, does that mean we should access and try to ... Read Post

New buyers in contemporary markets are more empowered than buyers in the past. And the most significant source of this new found independence from the sales community is the availability of information and the ease of accessing it. In “the day”, buyers would rely on a salesperson to provide product, price, availability, and warranty information ... Read Post

For our final 2 blogs in this series on sales management pain points, we’re discussing a very fundamental quality for someone’s successful conduct in life—that of virtues. In keeping with our topic, these virtues are, of course, for sales managers specifically. Perhaps more than other, more average fields, you really need virtues in sales management. ... Read Post

Secrets of Persuasive Behavior Part 1 Persuasion is a word that is very often misunderstood. People associate persuasion with high pressure sales or manipulation. When I talk about persuasion here – I’m talking about assisting your clients in doing what’s in their own best interest. The ability to persuade your clients is critical in any ... Read Post

Why is it that despite carefully crafted sales processes, advanced sales intelligence technology, that CSO Insights research found that the average sales forecast was 45.9%? More than half of the forecasted sales aren’t happening. According to their 2015 Sales Compensation and Performance Management study, only 54.6 percent of sales professionals actually meet the quota. Process ... Read Post

No one wants to be seen as the same as anyone. We all want to be seen and heard as people who are unique and distinctly us and we want the same for our businesses, products and services. But do you ever think about the uniqueness of your customer relationships? Today more than in any ... Read Post

For our final 2 blogs in this series on sales management pain points, I want to discuss what is a very fundamental quality for someone’s successful conduct in life—that of virtues. Perhaps more than other more average fields, you really need virtues in sales management. The bottom line: if you don’t clearly understand how a ... Read Post

Many times during the planning stages of the implementation of a CRM system we have found that clients struggle as they have not defined their detailed sales process. For example, knowing when to change or move the “stage” of the sale forward becomes critical; do you move the stage forward when you “book” the next ... Read Post