Recents, Sales Management, Sales Training
What’s your passion? Such a simple question but, very difficult for many of us to answer. It wasn’t until recently that I realized my own… am I’m not a young man 🙂 I’ve had the opportunity to mentor college students in the last few years and it’s really been striking...
CRM Software, Lead Generation, Recents, Sales Management
Are all sales leads created equally? Do your salespeople treat them that way? When you have a consistent criteria to define a qualified leads, sales results increase. Your salespeople can focus their time on the opportunities most likely to yield revenue in the...
Recents, Sales Management, Sales Training
Sure, selling is an art. Most good salespeople bring intuitive “people skills” to the table. However, what separates the top producers from everyone else is often process. The most common short comings that undermine a salesperson’s...
Sales Management, Sales Training
Teaching Salespeople Empathy – We’ve all heard plenty about the importance of listening skills in selling. Unfortunately, I think many sales trainers and salespeople misunderstand the intention and end up teaching and learning to be quiet and let the...
CRM Software, Marketing Automation, Sales Management
Sales Black Box – Open the Black Box of Sales – Imagine that your market is in a serious downturn… You have to make changes. Like most leaders, cutting personnel is the last resort. Your squeezing every drop of savings out of your operations,...
CRM Software, Sales Management, Sales Training
We’ve all heard that 50% of CRM implementations fail. And the #1 reason for failure is that the sales team won’t use the CRM. Click here for a review of studies and statistics on CRM failure. On the bright side, 50% of CRM implementations succeed too! To ensure...
