Sales Strategy Insights

Scientifically speaking, it is not only more likely that you will be pitching to a pessimist, but people are motivated twice as much by the fear of loss than by…

It’s time that CEOs focus on sales strategy and effectiveness. These questions require serious consideration. My colleagues and I are in the process of surveying about 50 CEOs of companies…

Are you sure that you’re providing the value your customers bought into? Even if your answer is an emphatic yes, you might want to take a closer look into your…

State of mind might seem like a ‘soft issue’, but part of the sales leader’s role is to motivate the team and keep them upbeat, positive and focused on success…

Sales people love to complain about the competition. Unfortunately, complaining doesn’t do us any good. A better approach is to create a system to learn about the competition. Knowledge of…

In most organisations, sales managers are the essential bridge between the company's sales goals and the realisation of those goals. The gritty day-to-day interactions between the sales people and their…

I call it FIP. Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques, and strategies that worked well in the past, but…

If you're paying your sales reps straight commission, you're using an obsolete formula. If you're paying your sales reps a straight salary, you're also using an obsolete formula. Both of…

"I have my own style of selling." That is a remark I have heard a number of times at sales training seminars, usually from relatively inexperienced salespeople. What they usually…

I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been…