What to look for while setting up a sales office in a new territory Setting up a new sales office can come with a number of different challenges. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. Add to this the pressures of ...
Culture is a complex, ever-present, and a constant paradigm in our family units, organizations, and businesses. It determines how we act, how we’re described by others, and who we ultimately are. In work environments, employees are the perfect gauge to describe a team or an organization’s culture using only a few words. Such descriptions may ...
This Sales Tale tells the story of a presenter striking out big time!
Most sellers don’t want to think about their sales process, let alone their ‘Big Deal’ sales process. Even tenured account executives believe that sales is more ‘Art’ than ‘Science’, comes naturally, and that every sales situation is unique. Let the sales leaders think about it, the sellers just want to sell. Sellers, wouldn’t the below ...
The statistics are compelling. Most selling organizations generate 80% of their business from 20% of their clients. Winning a new large account costs up to 20 times more than keeping a current one. And just a small increase in a company’s major client retention percentage drives even greater revenue and profit increases. On the negative ...
There has been a lot made of Artificial Intelligence being leveraged in sales and to be honest a large percentage of it has been hyperbole. The reality is that AI can play a significant role in supporting salespeople but it will never take over from them in B2B and particularly complex sales. So I would ...
How to Dominate With Sales Management Mastery Sales management mastery is no easy task. Sales managers have one of the most important jobs in a selling organization. They are responsible for so much, from monitoring their sales team, conversing with upper-level management, tracking metrics, and forecasting, not to mention coaching the sales staff, it is ...
Creating a Successful Enablement Program Using the Customer’s Journey Melissa Madian is a top sales expert who is sharing insights on sales enablement programs. [Part one discussed sales enablement basics], and she’s back for a second round of questions! In this article, she explores top tips surrounding how to recognize successful implement of a sales ...
Sales and marketing are two areas of sales that have long struggled to unite. This article provides actionable insights on how to unify the sales team and marketing team to create better results, and move buyers through the sales funnel more swiftly and effectively. Why Has It Been So Difficult? Sales have embraced revenue responsibility ...
CRM systems have been utilized throughout many different industries within the sales world. The way that CRM is used has a different impact on each industry, based on how it is used and adopted by the sales force. This article gives insight on how CRM has specifically impacted the printing industry. Printing and Leveraging a ...
