Sales coaching is a perennially difficult subject. Everyone agrees that it’s essential, and yet it’s not always implemented or done effectively. This article explores ways to improve sales coaching and provides actionable insights to jumpstart the creation of the coaching process. Defining Sales Coaching: The sales manager is a pivotal job if you want to ...
Technology and sales enablement has become really important aspects of today’s sales environment, but there is danger lurking in trying to automate areas that should be left to humans. Technology Does Not Replace Humans Everything in today’s business environment seems to be about technology, the latest developments, content marketing, microblogs, engagement, SEOs, etc. Some companies ...
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The Digital Era of Sales Management “If you’re a leader in today’s world, whether you’re a government leader or a business leader, you have to focus on the fact that this is the biggest technology transition ever. This digital era of sales management will dwarf what’s occurred in the information era and the value of ...
Email inboxes are coveted real estate. Every day, consumers are bombarded with promotional emails sent by marketing and sales professionals hoping to get an open or a click. Yet, only 24% of sales emails are opened, and the average person deletes 48% of the emails they receive each day. With 205 billion emails sent daily ...
Enterprise Selling: The Difference Between Owning a Cat and Herding Cats Herding Cats Winning, growing, and keeping enterprise accounts presents complexities far beyond those offered by small and medium-sized accounts. Unique challenges, such as vast, diverse buyer networks, long sales cycles, and the significant investments that accompany enterprise pursuits create problems we don’t encounter in ...
The Most Critical Of Employee Engagement Strategies Employee engagement consistently ranks as one of the top three issues keeping leaders up at night. You would have to be living under a rock these days not to know that. While writing Own It: Redefining Responsibility – Stories of Power, Purpose & Freedom, I learned a lot about ...
Many years ago I met a prospect. It was a printing & publishing company. The lead time in each stage of the Sales Process was very high. I understood that the prospect definitely had a requirement, had budgets & was the decision maker. Yet the sale didn’t happen. It was a private enterprise but for ...
