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In my last blog, I pointed out that today salespeople must be customer-centric: that is, placing the majority of focus on the buyer, their issues and needs instead of the seller’s product only. In this blog let’s discuss the need to be industry-specific in these efforts, and what that requires. So now we have a ...

In my last blog, I discussed how difficult building a sales team can be, especially for a startup. Your sales reps need to be entrepreneurial-minded (what I call salespreneurs) in order to help get the company truly off the ground and headed toward success. Now let’s take a look at how these salespreneurs should focus ...

When you first start a company, you have immediate priorities. If you don’t make building a sales team one of the first of those priorities, you won’t make it very far at all as they’ll be no revenue. When you first start up, how can you ensure you’re building a sales team that will truly ...

Women in Sales The statistics are challenging — Women comprise only 39% of the global salesforce. Currently, finding qualified, career-stable candidates (of both genders) for in-demand sales roles is difficult, expensive, and a statistical crapshoot. A recent demographics report published by CSO Insights found that while over 90% of organizations are growing or maintaining their sales ...

Sales, like everything else in the modern age, is changing at a staggering velocity. Today’s buyer has unprecedented powers — all the information the Internet has to offer is at their fingertips. As a result, they move on their own timetable, and often without guidance from the sales professional who used to be the gateway ...

A sales revolution is coming! The next decade will witness a sea change in the way large and medium-size businesses manage their sales functions. Companies that fail to adapt to the new realities and adopt the new practices risk falling behind their competitors who do. Author: Jenny Dearborn Data Driven: How Performance Analytics Delivers Extraordinary ...

You can poll virtually any salesperson, especially one who has worked in B2B sales. If you ask them about CRM, you’ll get an almost unanimous response: “It sucks!” Why is that? A Walk In Their Shoes Put yourself in a salesperson’s shoes. You have a traits and skills that many others don’t have. You can ...

In a recent blog post we touched on the types of sales which are being mostly automated, and highlighted the fact that in the higher-ticket B2B sales, human sales techniques will always be required. Expanding on that point further, it can be seen that today—thanks in a large part to technology—“sales” can no longer be lumped ...