Why Now is the Perfect Time to be a Sales Professional… Even for Millennials
Reps talking too much and listening too little was the clear front-runner; reps being time wasters was a distant second. So what are these reps so bus…
Topic: Featured
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Sales as a Profession: Perceptions, Misconceptions, and the Way Forward
More often than not, people “fell into” or “wound up” in sales, having begun elsewhere. It’s not a problem, per se, (see opening paragraph) …
Building a Career in Sales: Hacks vs. Honing Skills for the Long Haul
This suggests getting some experience, skill development, and competence, before expecting to cash in. At the same time, it also suggests the learning…
Ignite Your Sales Performance at the Intersection of Purpose and Passion
During the lockdown, the question on pretty much everyone’s mind was/is, “When will we get back to ‘normal’?” Or, “Will we ever get back t…
Selling the Sellers
Instead of force-feeding SFA to your salespeople, try approaching them like you would with any other sale: Determine what's in it for them. Offer them…
Sales Force Automation Takes Wing
In The Fifth Discipline, Peter Senge uses the DC-3 as a metaphor for the five core disciplines essential to personal and business success. Just as the…
Garbage In, Garbage, Well You Know
Over the years, I've offered the following wager to hundreds of sales and senior executives: "I'll bet my house, right now, that you have people out w…
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 is looking for measurable, p…
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 sales organization to “work harder” does …
Is Your Business Tapping into All Available Data Sources?
Capture activity data and handle tasks such as creating contact and opportunity records, linking emails and sales conversations to specific stakeholde…