The challenge is compounded by the fact that there is no easily identified resource pool for sales positions. According to Howard Stevens in Achieve Sales Excellence, more than 50% of…
Don’t Turn Your Sales Team Loose Without A Strategy
When formulating a strategy, markets and segments are important categories to consider. But a market never buys anything. Only customers buy. To borrow a telecom industry metaphor, a deal with…
What Sales Teams Need To Know About The New B2B Landscape
Selling has always been more about the buyer than the seller. So any effective sales model must adapt to changing buying protocols, not ignore or resist them. This is a…
It Doesn’t Matter If Competitors Know Your Strategy
It’s tough for people to implement what they don’t understand. Communicating priorities to the frontline, especially sales people, is highly correlated with business performance. Conversely, this ‘middle ground’ is where…