Category Archives: Sales Effectiveness
Dialogue: The Oldest New Killer Sales Skill
The World of Buying and Selling Has Changed
Few people disagree that professional selling has changed. The internet has disrupted standard selling approaches because it has changed buying behavior. Request for Proposals (RFPs) are more frequent, as buyers do their own research and engage suppliers much later in the buying process. Buyers attempt to drive us toward commoditization while sellers strive to differentiate. With closer budget scrutiny, senior executives and procurement professionals are more involved and the number of decision makers has increased.
Sales Training Programs: Mission Impossible or Mission Accomplished?
Let’s face it. For learning and development leaders without a sales background, being assigned to develop sales training programs can feel like the kiss of death. Even for seasoned sales training leaders, it isn’t a walk in the park.
Is Email on Life support as a Sales Effectiveness Tool?
A few months ago, I did a blog post on the Top Ten Disruptive Sales Technologies. I did not include email because it was pretty much a given, considering its serious blow to postal mail and phone tag. But it’s worth considering the question: Has the influx of new and more personal technologies put email on life support as a sales effectiveness tool?
Let’s look at two examples that suggest email may be on the way out for developing new clients and building relationships with existing clients.
What Is the Role of Technology in Sales Training Solutions?
Adapted from interview with Dario Priolo, Chief Strategy Officer for Richardson and Michael Rochelle, Chief Strategy Officer for Brandon Hall Group
Part two our series on applying key practices in learning and development to sales training solutions.
It is fascinating to witness the innovation that is taking place across sales and marketing. And we are seeing opportunities to leverage technology throughout the learning process. When trying to improve the effectiveness of your sales training solutions, you must consider how technology can help your efforts.
Focus on Your Average and Bottom Performers to Improve Sales Performance
Yeah, I know. Based on the title, you’re already shaking your head, wondering if I’ve finally lost my marbles. Hang with me… I’m pretty sure you’ll see what I mean.
In an earlier post entitled “Which Top Producers Should You Study to Develop Sales Training Programs?”, I introduced a sales analytics approach that I’ve use for analyzing top producers and placing the sales organization into six major bands.
What Is Your Sales Effectiveness with Leads? You Decide.
If you work in sales, they stink, right? Marketing couldn’t find an iron “sales-ready” lead with a magnet. If you work in marketing, sales reps couldn’t convert a good lead if their lives depended on it.
The reality varies by company, but in my experience the truth is usually somewhere in the middle. I want to be clear about that before I go on, because I don’t believe that the challenge with lead gen is just a Sales problem. Get together like big boys and girls, and figure it out.