Blog Posts

Guided selling



The Art of Guided Selling

In a perfect world, every sales member on your team would know exactly what to say and how to say it in order to convince prospects to buy the products and services that are ideal for their needs. Even brand new sales reps would know how to persuade hard-to-reach prospects, winning deals with the ease of seasoned pros.

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The Difference Between Sales Performance and Sales Operations

Let me know if this sounds familiar:

Half of your sales team ends up making quota – even though the rest didn’t, the numbers posted looked good enough to call the quarter a success (at least on paper).

Does that mean your organization is succeeding at sales operations? Just because your sales performance is successful doesn’t mean your sales operations are successful.


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Those numbers aren’t a hypothetical, either. According to a recent study, 44% of salespeople end up

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Sales leaderboard



5 Metrics that Should be on Every Sales Leaderboard

Many of the sales managers I work with admit to obsessing over sales leaderboard stats. They spend hours each week analyzing results, using these numbers to try to instill within their team the competitive spirit required to increase sales.

Of course, I understand why numbers and charts mesmerize sales managers. Your leaderboards track some seductive metrics… things like who’s meeting or exceeding their quotas… who’s jumped ahead on dials per day… who’s crushing the competition on average deal size.


<< Speed Counts. More Sales Means More Revenue.
Learn How You Can Up Your Sales Velocity! >>


The funny thing about

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The 3 Stages of Sales Operations Maturity

Congratulations, your sales organization is growing. But is it maturing?

Unfortunately, too many growing organizations repeat the exact same sales processes in greater volume – simply going from one rep making calls to many. Without moving towards greater sales operations maturity, an organization can never evolve – handcuffing its potential to enter more competitive markets and explore new corporate horizons.

It’s the job of sales operations to make sure the organization’s tools, processes and goals mature as the team grows. In my experience, sales organizations go through three stages of sales operations maturity. In each

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Selling to the Uninitiated: Who They Are & What They Want

The people you are selling to now are different than the ones you were selling to 5 or 10 years ago. That’s just a fact. And no, I’m not talking about churn or customer retention (although I probably will soon), I’m talking about the evolution of the customer and the buying process.

New customers mean new relationships and a new sales terrain to navigate. Selling to the uninitiated requires an entirely different set of tools and skills than selling to long-standing customers. This post endeavors to turn your attention to some of

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Winning Sales Enablement: The Competition for Talent

Companies that fail to make sales and generate revenue quickly become insolvent and fade into the annals of corporate history. For better or worse, we’ve all hitched our professional wagons to our sales teams. So it’s without any exaggeration that I say – at the end of the day – getting the most out of sales representatives is a company’s single most important task. Efforts to achieve this are broadly referred to as sales enablement.

Not all sales enablement methods and approaches are equal. Here we’ll focus on steps you can take to

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Improving How Your Sales Organization Negotiates Proposals

I’m a numbers kind of guy. I like to look at data, review survey results, analyze statistics and then ponder what it all means.  Recently, two different sales-related stats have piqued my interest…

Statistic #1: If your sales team is trying to sell to a typical company with 100 to 500 employees, on average there will be seven people in that company involved in the decision-making process.
Statistic #2: Customers are more skeptical than ever of sales people. A mere 13% of them believe a sales person is capable of understanding their needs.


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The Role of Data in Your Sales Forecast… and Bottom Line

What is and what should be the role of data in your sales forecast? More importantly, how does it affect your sales reps’ ability to convert leads to sales?

You’re probably familiar with the phrase “garbage in, garbage out” (GIGO). In the software development world, GIGO means that no matter how meticulous a program’s logic is, if you enter in garbage data, you’re going to end up with garbage results.

It gets even worse if you’re the sales exec who’s responsible for developing an accurate sales forecast with bad data as your

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How Fast Is Your Sales Team’s Lead Response Time?

Here’s a quick multiple-choice question for you…

Imagine you’re an eager sales rep looking to make a good impression and hit your sales quota. Someone from your marketing department hands you a hot lead. What do you do?

A)  Respond to the lead within an hour

B)  Respond within one to 24 hours

C)  Let more than 24 hours pass before responding

D)  Scratch your behind, take a long lunch and never respond to the lead

Well, no brainer, you’ve selected, “A) Respond to the lead within an

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31 Flavors of Sales Statistics

Every good sales rep knows you can’t just say something – you need to be able to prove it! Every good sales manager knows that your decisions and arguments need to be backed up by cold, hard facts and not just your intuition.

To help you the next time you’re trying to motivate your sales team, report findings to your CEO or lobby for better tools and quoting solutions, here are 31 flavors of sales statistics to back you up. Put them on your sales leaderboard, include them in your reports

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