Transform Your Sales Results with a Systems Approach – Part 4: Sales Training
In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: Sales Selection System Sales Readiness System (formerly Sales Support) Sales Training System (formerly Sales Learning) Sales Management System In Part 2 of […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 3: Sales Support
In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: In Part 2 of the series, I highlighted the Sales Selection System. In this Part 3 post, I […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 2: Sales Selection
In part 1 of this series, I wrote about the challenges we face in the sales profession and shared my opinion that… …the solution to our current sales problems – and the vehicle for transforming your sales results – is a Systems Approach to Sales. There are many sales systems, but the four I prioritize […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 1 (Overview)
It Ain’t Easy, Making Green With apologies to Jim Henson and Kermit the Frog for that header, and apologies to you for the poor attempt at humor, I think we can agree that the road to sales performance improvement is a noble yet challenging path. If you work in sales leadership or a sales performance […]
Continue readingSales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)
Have you reviewed sales enablement job descriptions lately? As members of the burgeoning Sales Enablement Society or the Sales Enablement Community of ATD (and almost anyone close to the Sales Enablement market) will tell you, “sales enablement” means different things to different people, and is being executed differently in different organizations. This certainly is apparent in […]
Continue readingCraft a Practical & Powerful Sales Value Proposition
Reality Check Stop and think for a moment about the difference between the average high school theater production and an Oscar-winning movie. Got that in your head? Now, do the same with the average high school orchestra and the Chicago Symphony Orchestra (the “other” CSO). Clear? Now, do the same comparison for the average telemarketing […]
Continue readingHow Sales Training & Sales Managers Can Partner to Drive Results
There’s a lot of talk these days in the sales enablement community about the need for sales and marketing alignment. I wish I saw more of it actually happening, but I’ve written about it, too, and see the need, so you certainly won’t hear me disagreeing. When it happens, the results can be impressive: less […]
Continue readingThe Untapped Power of Sales Discovery Skills
Some in the sales profession consider the act of discovering what is important to prospects or clients and understanding their challenges, opportunities, needs, and requirements to be the most basic skill in selling. After all, this is taught in every Sales 101-type course on the planet, right? By contrast, to true top producers, Sales Discovery […]
Continue readingHow to Align the Sales Performance Ecosystem to your Customer Lifecycle
I enjoy writing about what I call the Sales Performance Ecosystem. I’ve written about it multiple times and have approached it from multiple angles. Aligning (the right) elements (at the right time) across the ecosystem is one of the quickest ways to radically improve your organization’s sales performance. Since many of the elements intertwine and should […]
Continue readingFactors to Consider when Personalizing Solution Messaging
We hear a lot said these days about the importance of sales messaging. When we do, we also often hear about the various sales research data that points to sales reps’ inability to communicate value to prospects and customers. What I don’t believe we see enough, is advice about how to personalize effectively or […]
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