Have you ever heard of a magic pill that immediately relieves all of your pain points?
Unless you’re talking about aspirin, the answer is no. Every time a sales exec asks me for an instant fix to their sales problems, I feel the urge to offer them a couple.
Recently I was talking with a sales manager who was desperate to get his team back on track with their proposals. Sales were dismal, team morale was low and every indicator pointed to their proposal generation system as the culprit. What this guy
After talking to a slew of company executives over the years, I’ve found the concept of sales enablement something most of them are eager to acknowledge as critical to revenue production.
Almost all of them will say something along the lines of…
“Sure, of course, I want to help my sales team function at a higher level. I mean, who wouldn’t when the benefits are so clear? By helping my reps prepare for interactions with customers and giving them the tools they need, I’m getting them one step closer to winning the
Have you noticed this? You present a lovely spread of quality leads hoping your team will dig in and start closing. Instead, certain reps will only reach for the low-hanging fruit.
I know you’ve probably heard the “low hanging fruit” comment in a million meetings. Looking for quick wins? Go for the low-hanging fruit. Certainly it is important to fill the pipeline with high potential deals. But what about the fruitarians – the ones who only go after the low-hanging fruit? How do you get them to expand their horizons and
When people talk about the “pace of innovation”, they typically focus on its impact on development teams and how they are struggling to keep up. But what about the people that have to sell those innovations? Today, the sales environment is changing so rapidly and it’s all too easy for your sales reps to fall behind. According to CSO Insights almost every aspect of sales is evolving. Complexity of the product line is expected to increase for 46% of salespeople. Over 53% of sales reps will see the breadth of
There is no doubt that sales automation tools like customer relationship management (CRM) and configure price quoting (CPQ) software benefit sales managers. That’s probably why 91% of businesses with over 11 employees now use a CRM solution. CRMs help systematize processes, centralize information and give management a better view into sales rep’s activity. But how does that help the sales person?
The problem with CRMs – from the rep perspective – is that management gets all the insight but they only get more work with very little value in return.
If you’ve ever been in sales, hopefully you’ve experienced the feeling of being “in the zone” and having a huge sales day/week/month. When you’re continuously generating new leads, configuring the right offer and closing deals left and right, it seems as though you can do no wrong. Sports psychologists call this state “flow” – the realm of performance where skill, training and mental discipline come together and lift you to your peak level.
According to NBA All-star Kobe Bryant, “when that happens you really do not try to not focus on
There is $1 TRILLION spent on sales training globally every year, according to the Bureau of Labor Statistics. I couldn’t believe the number when I heard it – and not because the math doesn’t make sense. With 1 in 8 jobs in the US being full-time sales positions, it makes sense that there is an immense cost to training the global sales force.
I was surprised because every sales department I go into seems to have little to no defined sales training process and the training that is being done is
Show of hands, how many of you sales executives have a project or software implementation in the works with your IT department right now? I’m sure a few of you are still waiting for IT to set up your new video conferencing system or enable Phase 2 of your CRM implementation.
It’s no wonder that so many of you are putting off implementing a CPQ solution because you believe the process will be a lengthy and arduous series of reviews and meetings with the IT department where ultimately not enough gets
“Oyez! I have important news!”
If you were around a thousand years ago, that would be an all too familiar sound letting you know that the town crier had some news or pronouncement for the town to hear. Then the printing press came around, making the town crier seem like a pretty ridiculous notion.
“Hey Bill, do you have the most recent version of our Excel quoting spreadsheet?”
If you were around 10 or 20 years ago, this would be a familiar sound from the sales floor. Then CPQ software came along –
It’s the end of week two for your new sales hire when the call comes – an important prospect that the company has been nurturing for a year has just finalized their project requirements and now needs a proposal in 24 hours. It’s a highly competitive situation and being end of quarter, the rest of the team is focused on closing their own opportunities. How well will your new rep respond?
Now you’ll see just how effective your sales training program is. If your onboarding process isn’t up to snuff –
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