That Will Make You Rethink Your Business What do you really know about your prospects and customers? If you’ve done your homework—and many certainly have—you have a good idea of what motivates their buying decisions about your product or service. You have a general idea of what business issues it solves. You know what features ... Read Post

Advancements in cloud, social and mobile technology have changed the way people buy, and, therefore the way salespeople sell.  This change is like Superman being relocated to a new planet where his powers are no longer valid but he has other latent powers he hasn’t yet discovered. The same goes for sales in this marketplace. ... Read Post

The pressure for sales professionals is on. It mounts as the quarters or years go by and the reward once you hit your number is another number.  So just as you take a breath after winning that last-minute deal to make your year, just know, it is coming at you once again. In a fast-paced ... Read Post

So your CFO doesn’t want your company to participate on the world’s global communication platforms, otherwise known as, ‘Social’? Welcome to the 21st century. According to @IBMBigData, poor #custex resulted in an estimated $83 billion in lost annual revenue in United States alone. Everyone is selling their initiatives with better data and they are doing ... Read Post

What is the sales pipeline? A sales pipeline describes an approach to selling, founded on the underlying principles of the sales process. It describes the individual steps salespeople take from initial contact with a potential customer, or prospect, to qualifying that prospect into a lead, and further validating that lead into a sales opportunity followed ... Read Post

As a sales rep, it’s in your interest to accelerate the sales process. There are a couple of reasons for this. Firstly, the likelihood of a prospect becoming a customer decreases the more time they spend in the sales pipeline.  Secondly, a quicker close results in a lower cost per sale and greater profits. But ... Read Post

So I’m watching this movie with the kids called ‘The Odd Life of Timothy Green’. It’s about a couple who desperately want a child, but can’t. They spend an evening with a bottle of wine dreaming about their perfect child. The next morning a young boy who called himself Timothy, emerges from their garden with ... Read Post

Operational risk in Sales is a primary source of corporate financial risk — a result of inadequate sales process or pipeline opportunity inaccuracies. When Sales Management can increase the accuracy of the sales pipeline, risk is reduced. Here are three ways to reduce risk in  your pipeline: 1. Risk goes down by increasing the efficiency ... Read Post