A common complaint in company leadership is that when a salesperson is promoted to sales manager, they aren’t the major success that management expected they would be. They seem to have lost a fantastic sales rep and gained a mediocre manager. The sales rep turned manager is demoralized because they’re working harder than they ever ...
Take a moment to picture in your head your visual representation of a sales professional. There are a number of different things that might pop up in your mind. But like everything else in the sales world, the portrait of the sales pro is also changing! Learn what the salespeople of tomorrow will look like, ...
We all know that customers want more than just product and company info. They want confidence in the relationship and to have your attention when needed. YOU need a proactive way to make sure those needs are met so that you can be SUCCESSFUL AT YOUR JOB. A great way to build trust, credibility, and ...
In this white paper, Nikolaus Kimla explores the vital necessity of using the right KPIs when measuring sales performance. In life, some understanding of the past and some perception of what the future is to bring are good to have. They bring stability and happiness to living. In business these factors are vitally necessary—the less ...
It’s one thing to move an opportunity to a close, a nice win. But to build a truly sustainable business (and isn’t that what it’s all about these days?), you need to turn your customers into advocates. That requires 2 basic elements: a product or service that solves major issues for the customer a sales ...
Selling is most likely the most dynamic activity in any company. Its many moving parts often make it reactionary, frenetic and chaotic. But in this infographic, based on the ebook of the same name, John Golden makes a powerful case that it doesn’t have to be that way. John points out that in pretty much ...
In an ironic twist, the number of solutions to various problems has actually become problematic. The sheer volume of potential solutions to common issues that come up in the sales world has become overwhelming, and it can be difficult to choose the right one. Companies attempt to hunt for the best possible solution, but often ...
Are you neglecting the crucial step of asking for a referral? There are a lot of crucial things to do in sales. But, are you missing out on one of the most crucial steps? Asking for referrals is key to getting more business, increasing your revenue, and growing your business. There are numerous benefits to ...
Aligning Strategy and Sales #SalesChats: Episode 29 There has always been a tendency for salespeople to be more independent, and prefer to generate their own strategies. This becomes a challenge when you try to create alignment within an organization centered around a developed sales strategy. Frank Cespedes discusses aligning strategy and sales in this #SalesChat, ...
Executive Engagement #SalesChats: Episode 48 In large-scale deals especially, executive engagement is almost always required. It can be difficult to get this executive engagement, though, which can severely hinder your ability to close a deal. Lisa Magnuson discusses executive engagement in this #SalesChat, hosted by John Golden and Martha Neumeister. Magnuson explains: The difference between ...
