The First 90 Days: From “In the Door” to “Successful Sale” in Record Time

Sales Hacker

There’s a big problem in B2B sales right now. The sales cycle for nearly half of all B2B sales is at least 7 months. The average tenure of a sales rep in 2018 is 18 months. In fact, it’s often less than the average 7-month sales cycle. Lucky for you, I’m going to give you some tips on how to smash the onboarding process, and get your hires from “in the door” to successful sale before the first 90 days are up.

The Ultimate Guide to Sales Coaching In 2019

Gong.io

Are you looking to get better at sales coaching, but you’re not sure how? Let me guess: no one trained you for sales coaching. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake. In this post, you’ll learn those sales coaching techniques. You’ll also get a FREE sales coaching checklist (if you want to skip ahead, you can get that here): Anyway…. Change happens in one sales cycle.

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Solving the CRM Problem

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday I wrote about solving the Sales Performance Problem and today I'll write about solving the CRM problem. CRM doesn't provide management with an accurate forecast. Management doesn't hold salespeople accountable for using/maintaining CRM. CRM is not consistent with sales process. Some things that CRM should be are: An extension of the sales conversation. Dave Kurlan, of Objective Management Group.

CRM 179

'Sales Process' Is In The Air

The Ultimate Sales Executive Resource

There is a lot written about the sales process these days: Dave Brock has written several pieces on the sales process recently. Ardath Albee in her book “eMarketing Strategies for the Complex Sales” proposes a marketing flavored look on the buyer's journey. Axel Schultze wrote in a recent blog post that our sales processes are old and suck. There is a Discussion going on on LinkedIn for several weeks now about what the right steps of a sales process are.