Understanding the buyer’s journey in detail is one of the crucial building blocks many sales leaders overlook (or skip entirely) when they are building out their sales process. Sales teams usually jump straight into selling and marketing their value propositions without ever taking the time to take a step back and understand what the buyer […]
Read morePretend for a moment that you have just been placed in charge of a sales organization which is underperforming. What would you do? Since I have been in this position, I can tell you what we did in that instance. The answer revolves around four areas of assessment. These turnaround strategy steps will help you […]
Read moreAs sales leaders, we’re constantly looking for ways to grow the business and ultimately, it boils down to bringing in more revenue. A simple solution is to just keep hiring more and more people, and it sure feels good to have a big salesforce reporting to you, but there’s another route as well. What about, […]
Read moreWin-loss sales analysis is an essential practice for the modern, B2B sales organization. Understanding the recurring themes behind your wins and losses will enable you to take the corrective action needed to increase sales productivity and improve win rates. Sales Talent is Scarce To understand the importance of win-loss sales analysis, you have to take a […]
Read more
