The Pipeline
JANUARY 26, 2021
The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Not just know, but plan for and manage like any other element of sales success. You can focus on improving other variables of the sale. We should all seek higher-margin, less resource consuming accounts that have other pluses.
Anthony Cole Training
JANUARY 13, 2014
Yes, the title, "Improve Sales Forecasting to Improve Sales Performance?" It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. And, because of these problems, there are challenges in the predictability of future sales. Workshop.' is a question.
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Customer Centric Selling
DECEMBER 10, 2012
Sales Training Article: Why Are Your Deals Bleeding Margin? By John Kenney, Sales Benchmark Index (SBI) This blog post is for those who sometimes find their sales teams negotiating against themselves, closing dirty deals to make quota, or finding their margin-rich transactions disintegrate at the end of quarter.
Sales and Marketing Management
SEPTEMBER 13, 2017
In a study of 89 companies, the biggest difference between the groups with superior profit and sales and the laggards was agreement with the statement, “strategic planning in our enterprise has led to an improved competitive position.” There are three C’s to setting strong strategic direction for your business: clear, cut and concise.
Bernadette McClelland
JANUARY 20, 2018
It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. 4. Make your key objective to help the customer, not to close a sale. And the basics of selling are….? salespeople today don’t execute on the basics. 5. Know your prospects.
John Barrows
MARCH 27, 2019
At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. In Sales, we’re always looking for the perfect template, pitch, or presentation, when all the client is looking for is someone to understand their needs and provide a solution to a challenge they’re trying to address.
Sales and Marketing Management
MAY 24, 2018
These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? Whether it was a training workshop, a product launch or a messaging rollout, the activity was event-based, non-virtual and done in isolation. Offline --> online --> inline.
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