Leading and Lagging Indicators: The Key to Efficient Sales Management
Using the Right KPIs The use of KPIs (Key Performance Indicators) is nothing new in business or sales. But if your KPIs are only of the lagging variety—the kind that ...
Using the Right KPIs The use of KPIs (Key Performance Indicators) is nothing new in business or sales. But if your KPIs are only of the lagging variety—the kind that ...
Today astute companies have begun to institute ways to evaluate, categorize, and nurture leads before sending into the sales pipeline. In this way, any communication or outreach by a potential ...
The sales manager’s job is arguably the the most difficult and demanding in a company. From above, the sales manager is being monitored and pressured to get those sales. From ...
What a salesperson must be to survive in the 21st century? In this white paper, Nikolaus Kimla answers that question fully. This persona could be called the New Era Salesperson. ...
What are the fundamentals of every sales process? Sales Process and the Pipeliner Selling System The reason salespeople need a sales process is because buyers follow exact journeys. If a ...
Entering the Sales world is a lot like engaging in a boxing match. How do you make your emotions work for you? Knowing Your Opponent For many in Sales, stepping ...
In any field, being good is one thing—but becoming a champion is quite another. Taking swimming as an example, some people swim very well. But to become a champion—such as ...
Central to any company’s sales efforts is, of course, its sales force. A topflight sales force isn’t just something that happens all on its own—it is composed of individuals, each ...