One of my early observations of sales methodology was that it was very hard for sales professionals to execute on their Account Plan. There was lots of valuable strategy to use, but very little support on the practical execution. (That was why we developed Altify Account Manager). Developing a plan has limited benefit unless you…
This is continuation of my previous post: A Sales Story for our Time. This is not the way it’s meant to be. It’s far too complicated. Christy Dignam’s plaintiff voice crept out from the Bang and Olufsen surround sound system in Jack Swenson’s new 7 Series. Jack always felt that Dignam, the lead singer of…
There was a time, long, long ago in a dim and distant past when, if you were in sales, the company you worked for and the product you sold were more important than how you personally sold. You may remember the ‘No one gets fired for buying IBM’ adage. Buying from a market leader was often…
Remember that account plan you built at the start of the year for your Key Accounts? Have you continued to work it? This would be a good time to refresh it, check your progress against the initial objectives, and update your plan for the balance of the year. Now is the time for your booster…
Sales leadership is hard. Professional sales leaders know that success is always about a customer-first entrepreneurial mindset, team motivation and coaching, and ensuring that the right skillset. mindset and toolset exists. Here are 15 attributes of winning sales leaders. Some are things they know and some are things they do. A great sales leader is…
When Laura finished the meeting, she was angry. Her biggest customer just told her that she had placed a big order with a new supplier. “You know it’s not you. I like working with you Laura. How long are we working together? It’s been a long time,” said Joanne, the EVP Operations at DeepEarth Oil, “but…
