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In the previous chapter, we covered the measurement of success in managing a social sales team. We discussed the importance of tactics and their desired outcomes being tied directly to your team’s important, strategic business objectives. And we went over the purpose and real value of engagement over social media between seller and buyer: making ...

In our continuing series on the pain points of sales management, we have explored the categories of sales management, the primary pain point of being a sales manager, the technology required by sales management, the vital subject of management, and specific pain points of sales management at a new company (part 1 and part 2). Most ...

Let us assume that Sales is not going as per plan. The numbers for the quarter don’t seem to be achievable now. How to get out of this situation? All of us are susceptible to failures and that includes the most efficient of us all as well. But what we learn when we are in ...

Throughout this series, we’ve plainly seen the difference between salespeople who succeed, and those who always appear frantically busy but only marginally succeed. The answer is focus and clarity. Successful salespeople know what to focus on each day. They intelligently prioritize activities based on a solid understanding of buyers, and a regular review of their ...

If you are a Lead Generation, Market Development, or Sales Development hiring manager, you know that a bad hire can cost you. Not only do you lose time, money, and potential customers — the wrong person is likely to reduce productivity and decrease morale. For a well-rounded perspective on a candidate, I suggest multiple screening ...

In our continuing series on the pain points of sales management, we have explored the categories of sales management, the primary pain point of sales management, the technology a sales manager really needs, the vital subject of management, and specific pain points of sales management at a new company (part 1 and part 2). Now let’s take up ...

Sales is a tough profession; it is not intended for the faint of heart. I compare it to the “glass ceiling” that challenges very talented and accomplished women to succeed in today’s business environment. It’s the sales stigma that works against most salespeople trying to advance an opportunity with a new sales prospect. “Slick”, “sleazy”, “pushy”, “insensitive” ...

Have you ever been in a situation where everything about your product and sales process seemed so right; product quality, pricing, sales presentation, buying audience, and suitability of the product to soothe buyer’s pain points and yet deals are not closed? If you have been selling for a while, either as B2B or B2C, this ...