When implementing a prospecting framework, there are many potential obstacles that companies can encounter that make it difficult for your prospects to understand your offering. Generally anytime a prospect is confused, you will drop to the bottom of their priority list. Focus can mean the difference between an inconsistent pipeline and building a scalable machine. ... Read Post

I have had the opportunity to lead many types of organizations over my 33+ year career and there is not a more hectic and volatile one than sales. Consider the daily dynamics sales must contend with: clients calling with demands and complaints, executives blurting out orders because THEY have a client on their tail, competitors ... Read Post

Throughout our blog series on reducing risk, we’ve seen that risk is reduced through understanding risk, through a willingness to take risk, through the right metrics, understanding the balance between risk and sustainability, and having the right CRM solution. To wrap up this series, let’s take a look at technology and its correlation to risk. ... Read Post

“Does behavioral science explain why Donald Trump is so popular?” This is one of the questions that was recently posed to me when I was a guest on a radio show. As a behavioral strategist who specializes in helping sales people utilize behavioral science to sell more, I have often been struck by how much ... Read Post

Few people understand the true function of sales lead management. Sales lead management is many things to many people and departments, but for most of them it is a tool, a process, and a sales activity function. However, not all of these people know it is revenue management. Do it well and reap triple the ... Read Post

I will be the first one to say that social selling can be an overused expression. It is unfortunate that many see social selling as something unique or distinctly different than traditional or historical sales methods. In one particular instance, it is describing what is fundamentally something we have been doing all along – seeking ... Read Post

It’s no longer just the sales teams who are responsible for “sales.” Today – every person who interacts with customers is a part of the sales team and is in part, responsible for sales results. Here are three tips for managers and executives to help the entire company become “sales centric:” Focus: As the leader ... Read Post

Editor’s Note: As part of our ongoing Sales Innovators Interview series, we are very pleased to include video interviews of eminent sales leaders by Andy Paul. Andy is a sales acceleration expert and sales strategist, and is the author of the best-selling sales books, Amp Up Your Sales: Powerful Strategies That Move Customers to Make ... Read Post