Sales Strategy Insights

Capturing competitive intelligence is difficult. Some companies capture loss information using a drop-down menu embedded within the opportunity record. Others purchase enablement software in the hope that an algorithm will…

Well-trained sales reps identify buyer’s needs by asking a series of scripted questions. This exercise can uncover useful information for the rep, but it provides little value to the customer.…

How many times has sales missed revenue growth goals? More often than not, the root cause is a sales number that was set incorrectly. Corporate strategy is the main culprit.…

The purpose of a sales process is to win more deals in less time.  The reality facing sales forces is that decision-makers are making purchases differently today. Traditional sales processes…

When Xerox first established a sales operations group in the 1970s to take on activities such as sales planning, compensation, forecasting, and territory design, group leader J. Patrick Kelly described…

Decision-making at big B2B companies is often skewed by anecdote and myth: A worried report from the most vocal sales person about a competitor’s latest move; a customer complaint that…

There’s no escaping the impact of the sales force on your company’s growth trajectory. This is the frontline group best placed to gain an intimate understanding of existing customers, to…

In sales, where charisma and extroversion can be advantages, some people attribute success more to inborn personality traits than to skills that can be coached or taught. Yet the fact…

To win in today’s marketplace, you need a solid corporate strategy. Think of it as your playbook for success. And as CEO, it’s your responsibility to ensure it’s more than a…

David walks into Mr. Stevens' office for a first meeting. He shakes Mr. Stevens' hand, opens his laptop and proceeds to lecture about the greatness of his products. The harangue…