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5 Sales Management Myths Debunked

5 Sales Management Myths Debunked

Debunking Sales Management Myths. I sat across the desk from Mike, the new VP of Sales. He had just been promoted 6 months ago. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP...
medical sales rep

Does Your Sales Incentive Compensation Plan Drive Customers Away?

The purpose of every sales incentive compensation plan is to influence the actions of sales reps. But an internally-focused plan can encourage behavior that works against the customer. This destroys trust.
How To Anticipate The Next Compelling Event Of The Buyer Process

How To Anticipate The Next Compelling Event Of The Buyer Process

The generator got louder as I approached. The deli at 15th and 7th Avenue was serving a line of people. The rest of lower Manhattan was completely dark, thanks to Hurricane Sandy. Only two other businesses had generators. The...
Mapping the buying process

Mapping The Buying Process: Is 57% Your Buyer’s Number?

Mapping the buying process is a popular sales topic. But what does it mean and why is it important to sales leaders? We will explore in the post.
sales process

Slow Down The Sales Process To Win The Deal

This is a post for any Sales Leader considering or using a buyer-driven sales process. During many of our training events for a sales process rollout, we’ll get the question “So I should just identify the buyer’s stage...
sales process

How To Win More By Selling Less

If you’re falling short of your 2012 number, you have three options: 1) Keep doing what you’ve been doing; 2) Change your approach in hopes of still saving your year; 3) Focus your attentions on kick...
sales process

New Product? Don’t Forget To Update The Sales Compensation Plan

Congratulations, your organization is launching a new product in 2013! Are you updating the sales compensation plan accordingly? Failure to do so often leads to underperforming product launches and underwhelming results. Learn how to look at the...
How To Quickly Focus On Opportunities That Intend To Buy

How To Quickly Focus On Opportunities That Intend To Buy

As a sales rep, you need to tell the difference between opportunities that are just interested from those that intend to buy. Today’s post will define interest verses intent and why that matters to you. You’ll get...
3 Ways To Win Back Your Valuable Selling Time

3 Ways To Win Back Your Valuable Selling Time

Today all of us are doing more with less. The majority of sales reps we talk with tell us they’re taking on more non-selling functions as a result of limited resources. This shift started after the post 2008...
Get Your Reps to Use a Sales Process - Here's How

Get Your Reps to Use a Sales Process – Here’s How

75% of most sales processes fail. The main reason: lack of adoption in the field. Think about this: You just invested a huge amount of time, energy and money in developing and training a buyer centric sales...