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One of my clients was griping about their sales team last week. His chief complaint was that his salespeople were being unrealistic about their pipelines. Specifically, they were inflating how much potential business they were working on. Once a salesperson had an appointment with a prospect, she was sure it was just a matter of ... Read Post
How important is a sales forecast to a sales organization and the overall company? Let’s tick a few boxes: Sales forecasting (at the least) influences sales performance, eventual cash flow, COGS (cost of goods sold), customer satisfaction, intracompany communication (Sales, Finance, Ops), sales team coaching, revenue maximization, and overall business mood. A recent Aberdeen study ... Read Post
LIKE this, Hashtag that, Re-tweet this, Pin that! All the cool lingo and constant changes in social media trends and technology can make it challenging for a beginner to get started with social media. Your sales folks likely have a lot of questions around the subject and this FAQ section will help you answer them. ... Read Post
If you have played the word game, Taboo, you already know where this discussion will lead. If you haven’t, a quick tutorial. The game is played with two teams consisting of two or more people on each team. Players on Team A draw a card with a word, and the person holding the card describes ... Read Post
“Twitter chats are a way for a community of people to get together online at a regular time and share ideas! But they are much more than a one-hour event. The true benefit of Twitter chats is the way they build relationships and rally everyone around a common interest.” — Brian Fanzo In my recent ... Read Post
Editor’s Note: Mike Schultz and John Doerr start off their bestselling book Insight Selling: Surprising Research on What Sales Winners Do Differently with a quote from Tolkien’s hobbit character, Bilbo Baggins: “It’s a dangerous business, Frodo, going out of your door. You step onto the road, and if you don’t keep your feet, there’s no ... Read Post
Editor”s Note: Believe it or not, we are closing the curtain and sweeping up the stage after yet another year! We’ve seen many advances and surprises in Sales in 2014—but judging by the predictions of our panel of experts, next year promises to bring some more unexpected drama to the Sales landscape. Here”s what our ... Read Post
You ever notice how software companies over-promise (a lot) with features based on coding complexity and what their developers think is really hard to pull off? Well, I’m not a coder, and my guess (given our audience) is that neither are you. So, what I’m about to say is biz, busy, business-centric to the core. ... Read Post
