One of the critical elements in determining your sales velocity is your Win Rate. If you don’t know how many opportunities to need to pursue to make your number your vision for the future will be cloudy. It is hard to build a sales strategy or know what marketing needs to deliver into the funnel.…
I got an email just the other day from one of our webinar team. He wanted to highlight that six different people from one of our competitors had signed up for the next webinar – some using their own names and others using aliases. He wanted my take on that, and I will get to…
In a previous post I wrote about the five actions sales managers could take to improve the management of their sales teams. But how do you know you have a problem, or a need to improve. How can you foresee when things might go wrong? What are the indicators that help identify impending risks? If…
Sales managers have a really tough job. Often promoted from the field sales force they don’t often get the training or tools they need to effectively manage their sales teams. Even understanding the rhythm of the business, the difference between winning and losing sales behaviors can be hard. For example: There is tremendous value in…
When I wrote Account Planning in Salesforce in 2013 my primary focus was to help sales professionals and account teams to maximize their revenue from their existing customers. I may have made a mistake. While the book has been successful – it went to #1 on Amazon, has shipped more than 10,000 copies, and is still selling…
The days of waging battle against customers – also known as provoking, challenging, deepening the pain – are gone. Now, success comes from getting in the trenches with the customer and working toward a win-win outcome. That’s the only path. To survive in a world of supremely educated buyers who, above anything else, are time-poor,…
