Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon subjective information. Think about it:
What are resumes? They are an individual’s subjective portrayal of their capabilities and experiences.
What occurs during an interview? Interviewees attempt to package their responses to questions in a manner […]
Small to medium companies that want to increase sales or profits and find it is possible to outsource sales should - do it! At this point most business owners and executives either become overwhelmed with doubt or fear.
Here’s what we hear: “We can’t give up control of sales, that’s too risky.” Or “Our products can’t […]
In the last issue I shared with you a technique for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline.
In these next two issues we’ll look at one of our favourite and most powerful tactics for attracting new […]
Of the many mistakes small business owners make, a big one is participating in trade shows and business expos without a strategy for turning those marketing opportunities into sales. Here are five tips to get you started.
1. Have a goal. What do you want to get out of the event? Most small business owners think […]
Help buyers discover the answers they need to understand and align all of their decision variables.
In complex sales, salespeople often find themselves negotiating their way through a web of decision influencers, conflicting initiatives, and multiple priorities. The time it takes prospects to align all of their internal stars and planets for a buying decision […]
Maximizing account penetration is one of the most critical functions in sales. Why? The depth of account penetration has an enormous impact on revenues and profitability.
Think about it - if every one of your company’s salespeople sold every product and service in their portfolio to every business unit, department, and division of every account, what […]
