In business, there are really only two things that you control; who you call on, and what you say when you get there. If you put the effort into deciding what customers you call on, you are much more likely to be effective when you get there. This applies as much to individual sellers as…
There is good news and there is bad news. The good news is that a sales methodology can dramatically increase the sales velocity of your entire sales organization, significantly increasing your sales revenue. The bad news is that not all sales methodology solutions are implemented well. There are few distinct topics in the world of…
Which is better – a sales pipeline that has $40m in opportunities, or one that has $60m in opportunities? Without knowing more about the quality of the deals in the pipeline and the velocity with which they are moving, it is, of course, impossible to answer the question. It may be that the deals in…
Managing a sales team is hard. The role of the front-line line sales manager is the lynch-pin of most sales organizations, but the number of tasks that sales managers have to juggle makes it really difficult to know how to answer the questions “How do I get the most from my sales team?” and “How…
It’s funny what you learn as you travel. I was recently on vacation in Scandinavia. I started in Copenhagen in Denmark and spent a few days cycling around that city before heading to Oslo in Norway. On the way I stopped off in Gothenburg in Sweden where I slept in a Viking ship, before continuing…
Much has been said about the need to bring insights to your customers. In today’s world of more informed buyers, it is clear that you need to do more than just communicate the capabilities of your product. However, not much has been written about how to do this well or consistently. Sellers are struggling to…
