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“If only HP knew how much HP knows, we would be three times more productive,” Hewlett-Packard CEO Lew Platt said. Had Mr. Platt been referring to his sales organization, he would have increased the multiple. Sales teams possess immense knowledge – from finance, marketing, strategy, product engineering and customer support to street smarts about customer ...

Thomas Edison famously said, “Genius is one percent inspiration, 99 percent perspiration.” If you want to be a genius at prospecting, the inventor’s insight explains how to do it. The key to successful sales prospecting is preparation: The more thoroughly you vet your suspects, the richer your ultimate prospecting list will be — making you ...

Using the data from your CRM, product usage and engagement metrics, define what your ideal user looks like, and what sort of company that user works at.

One of my earlier sales jobs was at a Porsche-Audi dealer in El Paso, Texas. I have a number of entertaining stories from that time period. Here is one–the moral of which is that sometimes you just have to hold your price to get it. Since we were the only Porsche dealership for hundreds of ...

1. Your company’s Go-To-Market strategy is understood by your sales team. 2. Instead of staying at the back end of the pipeline frantically trying to get deals closed, most of your time is spent at the front end helping qualify early-stage opportunities. 3. Your company has evolved and clearly defined an ideal target customer profile, ...

As anyone in a sales position knows, a CRM solution is only as good as the data that can be extracted from it and used to control and manage sales. This is especially true in today’s hectic, lightning fast, highly competitive sales environment. One of the crucial ways in which CRM data is expressed is ...

I have been in sales quite literally my whole life, but up until the last few years I--like many others I am sure--didn't view sales as any kind of noble profession to aspire to.

In our next True Sales Tale, here is a case of, “Address all possible objections before your customer has the chance to raise them.” Let’s see how that works out.