Don Peppers, the highly successful US advertising executive, is well known for his famous quote about value. According to Don, “Customers will create value for you at the point where they believe you’re creating the most value for them”. Seems intuitive doesn’t it? But at the same time, it seems a bit mysterious. Don had ... Read Post
Sales forecasting comes down to five steps: define your sales process and forecast period, gather your historical deal data, choose a forecasting method that fits your data, build the number, and review it against reality on a fixed cadence. The method you choose matters less than most teams think. The discipline of the five steps ... »
To improve CRM adoption among sales reps, make the CRM give more than it takes: cut manual data entry to minutes a day, configure the pipeline around how deals actually move, run every forecast and pipeline review from inside the CRM, train reps inside their live deals instead of a sandbox, measure usage weekly for ... »
The difference between AI agents vs assistants comes down to how much they do on their own. An AI assistant helps you do a task faster when you ask, like drafting an email or summarizing a call. An AI agent takes multi-step action toward a goal on its own, like researching an account, preparing a ... »
This is the first in a series of ebooks covering the vital subject of Sales Management. In this ebook, we’re going to cover the basic essentials of the subject: Getting rapidly up and running when you’re first put on the job, taking on a team, the mindset you need, the subject of management, a sales manager’s virtues, dealing with people, and the technology you need. Read Post
How two companies improved business performance with Coevera CRM at the Forefront of B2B Sales Strategies One of the best ways CRM technology can be a tool for salespeople is through visibility — easily seeing and understanding customer accounts and relationships. This allows a sales representative to build, grow, and maintain the right level of ... Read Post
A CRM solution is the backbone of a company’s sales efforts. For that reason choosing a CRM solution should be done with the greatest of care and attention—this isn’t a task that you should take lightly or skimp on. The next step is CRM implementation—which also must be undertaken with care. In fact, it will ... Read Post
Selling is a very dynamic process, probably the most dynamic in any organization. It has so many moving parts, so many variables that it often becomes frenetic, chaotic, and reactionary. In this ebook, John Golden argues that it doesn’t have to be that way. Read Post
You only live once so why not strive to be the best version of yourself not only in your personal life but in your work life as well? After all, a positive work life often gives way to a better personal life and vice versa. I believe there are five things you can easily do ... Read Post
You may not realize it—or the fact may have snuck up on you while you weren’t looking—but today there are far more smartphones out there than computers. There are currently an estimated 3 billion smartphones in use globally. Just to show the comparison, in 2017, the percentage of smartphone users accessing the internet was 63%, ... Read Post
Web 2.0 bred Sales 2.0, which is at last beginning to recognize and even to understand the reality that Buyer 2.0 trumps everything. In short, the buyer is king. The buyer controls the dialogue. The buyer decides when and where and how to engage with a salesperson—and most worrying for those in sales, if he ... Start a slideshow
Qualify accounts and track information about contacts, sales account profile, and sales in process. Knowing Your Buyer The first and most important thing you’d like to know about the decision-makers in your prospect company is: what is motivating them to be interested in your product or service? In other words, you want to discover the ... Read Post
Sales POP! is your shortcut to sales, marketing and leadership excellence, offering short, insightful episodes with top global thought leaders, hosted by John Golden.
Jon Benson, copywriter, entrepreneur, and founder of BNSN AI, joins Sales POP! to explain how marketers can shift from writer to conductor — directing AI agents, injecting human values into copy, and producing in days what once took teams of ten. Learn more and grab the free Buyer Profile at https://bnsn.ai/.
