What we know from talking to every Sales leader that we chat with is that they are frustrated with the results that their inside sales people are delivering. We have determined that one of the biggest reasons for this frustration is the fact that most organizations believe that their inside sales people need to have [...]
I get asked on a regular basis: How do I manage remote sales people? In this discussion I always point out that managing sales reps need not be different - based on whether they are in the office or work remotely. Here’s what I know. There is a stigma with remote reps that they don’t [...]
I recently did a Video interview with Jim Crocker at Boardroom Metrics. We talked about some of the issues CEO’s and Business owners are having with their sales teams. Video: How to Hire Good Sales People In this first clip, Jim asked about the most common questions that CEO’s ask me: The two questions [...]
Top performing sales reps have a way of making what they do look easy. So how do they stay motivated and on top of their “Game”? Most top performing reps have a focus and drive that keeps them going. I have always said that they have this candle inside of them [...]
Top Performing sales people can have a tough time with their success. There are few people in an organization that understand them and what they do to be successful. Most people don’t see and don’t know all the work that goes into the deals and the winning ways that they have created. They also [...]
Everybody talks about having a high performance sales team; so how do you begin to create that team? What is your sales strategy for the next 3 years - and where is your company going? If it’s an entrepreneurial company, that strategy is in the leaders head! If I ask your Leadership Team what their [...]
As we complete this series of blogs on product pricing strategies, I want to address the area of promotion pricing. I have included this as a subset of Market or Brand Based strategies, but certainly discounting is a widespread tactic which may also be seen within Cost Based, Competitor Based, or Customer Based strategies. I [...]
The Internet as a sales channel has grown by nearly 15 per cent every year since 2007, so it's understandable that the web is now a part of the marketing efforts for many companies. However, in my experience as a sales channel specialist, I often observe companies that aren't getting the most out of their [...]