Search

On what he loves about SalesPOP and sales itself, why salespeople should be different, why benchmarking sucks, the importance of Sales and Marketing alignment, and advice for new salespeople. Roy is a top contributor to SalesPOP! and seriously enjoys it. “I love working with people who are emotionally committed to their work” he says. “SalesPOP! ...

Could your sales funnel benefit from a weight reduction program? Do you need to shed those ungainly suspects that are weighing you down? It’s a common dilemma. There’s a certain level of satisfaction when your sales funnel is full. However, filling your pipeline with empty and unqualified opportunities leads to an unhealthy outlook. The solution ...

In a society where no one seems to be accountable anymore, discussing accountability can be a slippery slope. But accountability is a critical principle. Without it, we fail both individually and collectively. The rules are changing. In this new political and economic climate, the difference between companies who are solvent and those who are just ...

When your sales team is operating at peak performance, the company thrives. Sales increase, the company is more profitable, people are engaged, and clients are thrilled enough to keep coming back for more. It almost seems effortless. However, in almost any facet of life, effortless success is rarely effortless. It comes after frameworks are put ...

In this Off-the-Cuff Instant Interview, we ask Caryn Kopp for a clever and often-overlooked tactic for hard-to-land meetings.

A CRM (customer relationship management) application provides an enormous benefit for a company. It is quite literally the interface between an enterprise and its public—and its effectiveness can spell the difference between a business’ success and failure. But underlying the success of the CRM is another vital basic element: the sales process. Without an established sales process—also ...

Continuing our series on artificial intelligence and sales, let’s take a look now specifically at AI as it relates to CRM and sales prediction. As I said before, we could go off in a million different directions in discussing AI, but I’m going to stick with what I know well, which is CRM. Two very ...

(One of my personal #SalesFails) I cannot count the times I’ve watched a salesperson spend hours laboring over a presentation–packing in the details, pictures, statistics, graphics…and hope. Yes, a great amount of hope that in the end the presentation will be so stellar, and cover every possible objection or variable, that the prospect will fall ...

It’s the age-old question that has been asked since the beginning of time (or at least since the beginning of sales): What makes a good salesperson? Is it attitude? Is it skills? Is it knowledge of the product? You will find someone sitting on of the three fences. But what really is the answer? The ...