The Sales Hunter

APRIL 17, 2015

'Lately I’ve been getting a lot of questions and insights from clients and others regarding KPIs (Key Performance Indicators.) The use of them is nothing new, and I’ve been a big proponent of using them to help measure the business and, more importantly, for individuals to measure their performance. Question is, “Are you using […].

Sales Leadership 179

Sales Leadership Consultative Selling Selling Skills Customer Service 179

Increase Sales

APRIL 17, 2015

'From our early education, many may remember the story of Atlas holding the world. Today, my sense is many leaders are in a similar role. No they are not holding the world, but they are bearing the burdens of leadership with what they believe is with little help or relief. Leadership continues to be the number one issue facing all organizations from the small businesses to the Fortune 100.

Small Business 137

Small Business Small Business Face-to-face Twitter 137

Sales Training Connection

APRIL 17, 2015

'A Classic – ’63 Corvette. “Our sales teams just don’t do a good job managing their pipeline.” There are many variations of this complaint – a popular one is how long opportunities languish in the pipeline. As one frustrated sales manager shared: “For some of my sales reps, accounts literally take up permanent residence at Stage 3″ I hear a thousand reasons why hope is just around the corner.

Pivotal 86

Pivotal Hiring Pipeline Account 86

Engage Selling

APRIL 17, 2015

'Here’s my question for you: do you really know where your revenue engine is? You may be surprised by my insights! Get the edge on your competition. Innovative and sales boosting strategies can be found in Nonstop Sales Boom!

Revenue 72

Revenue Engineering Pipeline Motivation 72

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

The Ultimate Sales Executive Resource

APRIL 17, 2015

Photo credit Noneotuho CC BY-SA 3.0 ( [link] ), via Wikimedia Commons This post is based on a keynote I presented at the 10 th annual RiiM conference in Paris last week. Why should you care? The above question actually implies the search of the right balance between the quantity of contacts and the quality of relations. In the age of Social Selling, imbalances can lead to wasted efforts and mitigated results.

Networking 40

Networking Construction Social Selling Sales Qualified Lead 40