Becoming a Commodity: Exactly When and How Are You a Commodity?
Different places on the lifecycle and/or distribution curve require different levels of support and different organizational structures. This video provides ...
Tag: Sales Process
What to Measure – In Sales, What Are the Right Things to Measure?
Dashboards and analytics deliver loads of data but are they providing useful/actionable information? Have you, as a Sales Manager, figured ...
Perfect Prospect Profile (P3) Part 1 – Identifying the Perfect Prospect
Identifying those prospects that are more inclined to do business with you and those not favorably inclined is a start. ...
Examine Your Funnel – Prospecting and Qualifying
A prelude to the videos on Perfect Prospect Profile (P3), Examine Your Funnel provides a look at how sellers go ...
Calling High Part 2 – Risk or the Perception of Risk
Other buying influences have real reasons—legitimate reasons—for trying to keep you at their level during discovery. It’s important to know ...
Calling High Part 1 – My Big Fat Greek Wedding
This video deals with how to get the attention of an executive, what she/he is focused upon, and what to ...
And the Word Was Process
Senior management today is not looking to fire people and is not looking to buy sales automation tools. Senior management ...
Debug the Sales Process Now
For those of us who lived through the economic downturns in 2001 and 2009, we well know that telling the ...
Analytical Advances Unlock the ‘How’ of Selling
What sales professionals often struggle with, though, is how to accomplish these selling objectives. The main problem is that the ...
With Sales Effectiveness Down, Companies Should Rethink Their Sales Process
Looking over the past five years, there have been major innovations in our ability to collect and analyze both structured ...