Salespeople (Entrepreneurs): What is a “Sunk Cost” and Why Do I Need to Know About It? As we’ve been discussing, salespeople (aka “entrepreneurs within the enterprise”) operate knowingly or unknowingly within a set of precise economic principles. While you might consider that economic theory is something best left to professors in university ivory towers, in ... Read Post

One of sales’ biggest bugbears is that a lot of leads are “rubbish” or “no good” because they will never close. Now, there are a number of reasons for this: For example, the prospect may fall outside your buyer persona description, or they may not be the decision-maker. They may have entered your sales process ... Read Post

If you’re a member of a sales force, or in sales management, there is always practical information you must know. You need to know as much as possible about your own products. You need to have a firm grounding about your particular industry and market. Today especially, in the new sales era, you must have ... Read Post

Members of a sales force are traditionally burdened with having to input tons of data into CRM, provide lengthy reports and engage in meetings with sales management—all so that their sales managers can formulate sales forecasts. Why on Earth would sales reps want to do their own sales forecasts in addition to all the administration ... Read Post

No matter how you slice it, sales management is a tough business. But as with anything, once you gain some stable principles, it does become easier. Here are four primary risks for sales management—and how they might be addressed. Read Post

There’s no doubt. We’re in a new sales era where traditional techniques are becoming redundant, and sales force and sales teams need to adapt to survive. But what does this mean in practice? What skills do sales reps require to close effectively in the new landscape? Let’s reveal some of the most important in this ... Read Post

Sales pipeline management is a broad and sometimes daunting subject. But there are some basic guidelines which, if followed, can set your feet firmly on the road to effective management of your own or (if you are in sales management) others’ pipelines. Read Post

For any business engaged in sales (and that would be pretty much all of them) sales forecasts are crucially important. Companies normally go to great lengths to create accurate sales forecasts, for entire chains of events are tied to them. These include the procurement of raw materials, creation of products to meet demand, hiring and ... Read Post