Do you feel like your salespeople are just doing a “milk run” with their accounts? They over-serve their favorite accounts, make a quick stop at accounts that could benefit from more attention, and only stop in other accounts when they are "in-town"? Here's how you can build an effective sales territory plan.
One of the best ways to build credibility with your customers is to understand their journey. Identifying and removing customer pain points can be vital in the selling experience. Your customers may not be open about what theirs are, and they may not even know what is truly behind their pain points. When you’re able to identify their issues and tie them to your company's value proposition, your customers will be much more open to buying from you.
There are several different types of techniques when it comes to coaching. When you hear the words "performance coaching," you either jump for joy or cringe. Chances are it's the latter. This conversation isn't easy for either party involved, but it is one of the biggest misses for a leader. So here's how you can have a constructive performance coaching discussion.
Forming new relationships with prospects that convert to customers is the lifeblood of any successful company. One way to strengthen new connections is to build trust and value, which isn't always easy. Here's how you can better understand the differences and build both strategically.
Running a company is an exceedingly complex job. The CEO's vast role can include anything from delegating and directing agendas, driving profitability, managing company organizational structure and strategy, and more. All of this often means the CEO’s days are swamped. Learn a few quick tips on how to improve your time management.
Hiring great salespeople can be a challenge. It starts off well — the salesperson seems good and the references check out, so you make an offer and hope that everything works out. Then, a month goes by and the new salesperson misses an important deadline or starts complaining about the work. You now begin to wonder if hiring this person was a mistake. Here's what to look for when you hire your next salesperson.
Depending on your experience, when someone asks what your sales strategy is, what do you say? Do you focus on how you will win more? How you are going to grow more? What you are going to do differently than what you have been doing? There can be many different answers. Here is how to improve your sales strategy.
What are the factors that separate many of today’s top-performing B2B sales organizations from the rest? Of course, having incredible products and services, as well as a defined target audience, is great, but what really sets you apart from the rest is your sales strategy and sales initiatives.
The terms sales leadership and sales management are often used interchangeably. But should they be? There is a difference between them, and to be effective as a sales leader you need to do both. How do you know the difference, and when do you leverage the different skills?
There's an odd phenomenon that is happening not only in sales but also around the world. It's referred to as the "great resignation," in which millions of workers have quit their jobs and, in some cases, chosen not to return to their prior roles or to the workforce at all. How can you make sure your salespeople don't fall prey to this? Here's how you can help retain your salespeople.
