Make a customer, not a sale. Katherine Barchetti is absolutely right about this, so it’s a good idea to reframe our perspective on closing and winning deals. Landing a sale is a challenging … [Read more...] about Tips for Building Effective Incentive Programs
So, you’re one heck of a salesperson, and you ferociously hit your quota and close deals effortlessly? No wonder you ended up being in charge of a sales team. That’s awesome, but it doesn’t … [Read more...] about Test: Are You a Bad Sales Manager and What to Do About It?
Closing is, undoubtedly, the hardest part of the whole sales process. Even the best salespeople have to try hard and invest a great deal of effort into getting their prospects to seal a deal, and … [Read more...] about 11 Closing Mistakes That Could Cost You a Deal
Before we take a closer look at some of the typical ways to organize a sales team, it needs to be said that not everyone will necessarily have a choice in the matter. Some organizations may … [Read more...] about How to Structure Your Sales Team for Success
Nowadays ‘busy’ is the new cool. We multitask and do a bunch of things simultaneously and the fact that the world has been hit by the ongoing pandemic doesn’t mean things any easier. We have … [Read more...] about How to Sell to Today’s Busy People?
Lifelong learning is what can make you a great salesperson. Apart from listening to podcasts and attending conferences, you should also read as many books as you can. But, not every … [Read more...] about 13 Books That Will Change Your Life and Transform the Way You Sell
Only 35% of salespeople believe that marketing knows what they need. Companies that use technology effectively are 57% more successful at sales training and development than those who … [Read more...] about The Power of Sales Enablement – How to Turn Your Clunky Sales Process into a Well-Oiled Machine