Understanding the Sales Force
OCTOBER 28, 2013
When we took the consultative approach, it was easy to get decision makers to participate in the conversation. Our approach dictated whether we were able to speak with decision makers. When we took a buyer-driven or transactional approach, it was nearly impossible to get decision makers involved in our discussions.
Understanding the Sales Force
APRIL 28, 2014
These issues led to my White Paper on Trust, a study that had some very surprising and revealing results. No, this particular list does not have any science or even a study behind it. If you haven''t seen it or downloaded it, you can get it here. There was no game playing. Yes, there can be more. They may or may not be transferrable.
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Understanding the Sales Force
NOVEMBER 16, 2015
Last week, an article I wrote for LinkedIn went viral and included a large number of very good, very insightful comments that took the conversation deeper and wider. The article makes for an interesting study because the writing followed the same path I took on an article back in March that had completely different results.
Understanding the Sales Force
FEBRUARY 26, 2014
Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits. I conducted a study and we got some incredible, eye-popping data, that shows who trusts whom, by industry, and exactly when and why salespeople are distrusted.
Understanding the Sales Force
MAY 5, 2014
Top 5 Insights From Latest Sales Organization Studies. Top 10 Reasons Salespeople Can''t Move the Conversation from Price. Top 10 Reasons For Inaccurate Forecasts. Top 10 Ways to Increase Sales. Top 3 Reasons Why Salespeople Fail at Consultative Selling? Top 10 Lies Your Salespeople Hear and What to Do About it.
Understanding the Sales Force
APRIL 4, 2024
What Your Salespeople Know and Think Key to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over With How To Determine If Your Sales Process Is Effective Should You Restage Your Sales Pipeline?
Understanding the Sales Force
AUGUST 31, 2015
This article from September of 2013 included two great infographics that demonstrate lead conversion statistics. However, Russ, from FindAccountingSoftware.com , emailed me a link to this case study on 63,256 outbound calls that has much more specific, useful information.
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