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How Sales Operations Can Link Product Management to the Buyer

SBI Growth

Tony Zambito recently wrote a compelling article about the need to inform the buyer. What if the buyer isn’t buying from your company, even if they are informed? In spite of this, what if the buyer awarded their business to a competitor because your product simply isn’t good enough? The buyer knows why. They read reviews.

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What is the Best Sales Process for Increasing Sales?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. Having founded Kurlan & Associates in 1985 and Objective Management Group in 1990, the only surprise should be that it took so long to combine the two passions and write Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball , in 2005.

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A Modern Take on Sales Coaching

Xvoyant

The Modern Sales Environment. To say the state of sales today is radically different than it was in 2005 would be an understatement. And it isn’t just one part of sales that has changed. Buyers have changed. Today, over 3,000 sales tools are ready for a salesperson to use to help win more business.

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Do You Need Training Even While You are Still Making Sales?

Jeff Shore

I am having flashbacks of 2005…economically speaking that is. If you were in sales in 2005, things were booming. From the sales person perspective it was both good and bad. From the sales person perspective it was both good and bad. When the market is kind, the majority of sales people relax their behaviors.

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The 3 Ways Experienced Sales Reps Typically Fail.

MJ Hoffman

Who’s likelier to make a mistake: The rookie sales rep who’s never sold a day in their life, or the veteran rep who’s been on the front lines for nine years? This helps them hone in on the most lucrative buyer personas and disqualify poor fits. If it were 2005, that would have been a great response. 1) They Over-Qualify.

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Rejection - Why it is the #1 Enemy in Modern Selling

Understanding the Sales Force

Most of the sales bloggers don''t touch on rejection but when it does comes up, it''s usually in the context of fear, as in fear of rejection. But rejection isn''t that well understood by salespeople, their sales managers or sales even their sales VP''s. The increasing likelihood of a sale. Nothing will stop him.

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Are You Making Selling a Lot Harder?

Increase Sales

Let us remember, sales professionals of 30 plus years ago did not have the technology advantages of today. What I have observed is a potentially longer sales cycles because the trust factor between seller and buyer has eroded over the last decade. Also, one must be patient because sales leads do not materialize overnight.