Understanding the Sales Force
DECEMBER 10, 2018
During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. This article attempts to explain why.
Hubspot Sales
FEBRUARY 12, 2018
20 Best Business Books of 2017. One of the bits of advice we hear most from sales pros and entrepreneurs on the Sales Blog is, “ You’ve got to be reading.” To help you stay at the top of your game, I’ve rounded up the top business books of 2017. 20 Best Business Books of 2017. 20 Best Business Books of 2017.
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No More Cold Calling
FEBRUARY 23, 2017
That’s the question I asked myself as we welcomed in 2017. Now that the Dow has hit 20,000, more questions arise, including the one we’d rather not think about: Is our current year-over-year, month-over-month rise doomed to repeat 2008 and 2009? And that could be a problem for sales teams. What This Means for Sales Teams.
Pipeliner
JUNE 21, 2020
Bill began his management career in 2000 at a medical equipment company and climbed the ranks to become US Director of Sales in just three years. By 2008, the organization’s stock price had doubled and new sales revenue had grown 280%. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist.
The Pipeline
SEPTEMBER 17, 2019
There is a lot written about what has changed in sales, no doubt a lot has, but when you look at results, not much evidence. win rate is identical to the figure reported in the 2017 study. One of the subtle elements of sales success is the ability to have others make a decision. Losses increased modestly from 30.9%
No More Cold Calling
FEBRUARY 28, 2017
That kind of conversion rate is unheard of with other account-based sales strategies. I just returned from speaking to sales teams in Sydney and Melbourne. I’ve done this same poll with sales audiences in the U.S. When it comes to account-based sales tips, there is one guy who can revolutionize your technique.
Sales and Marketing Management
NOVEMBER 22, 2017
Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Author: Tim Houlihan Why we don’t know what motivates us best. Don’t do it.
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