The many sales challenges faced by men and women in sales roles are largely the same. Difficulty getting through to buyers. Not enough qualified opportunities in the pipeline. Too much admin work and not enough selling time. Trying to keep competitors at bay. Keeping sales skills sharp. The rapid pace of change. And more. I’ve written about the business case for women in … [Read more...] about Ladies – You are the Architect of Your Sales Success
Everyone has goals, big and small. Some we meet, some… not so much. In the sales profession, alas, goals are more often missed than attained. And if you’re leading a sales team, the odds are high that at least some of the people you’re responsible for are missing their targets at least some of the time. There’s nothing wrong with setting goals. In fact, it’s … [Read more...] about Why Your People Keep Missing Quota and What You Can Do About It
Let's talk about your plan to CRUSH QUOTA using a simple funnel formula to help you build pipeline and revenue. If you prefer to listen rather than read, listen to the audio clip below. Why do you need a formula? Reps are almost always too optimistic about the ratio of their activity to opportunities on their path to close. Take matters into your own hands … [Read more...] about Are You Following a Funnel Formula to Crush Quota?
When CEB reported that 57% of the buyer’s journey was happening without the engagement of sales, it led to the mistaken assumption that sales had no role in the early part of the buying decision. Similarly, when SiriusDecisions reported that 67% of the buyer’s decision-making journey happens digitally, once again the assumption was that sales had no role in the process. Yes, … [Read more...] about Status Quo is Your Biggest Competitor
With heightened buyer expectations and sellers struggling valiantly to keep up, it has never been more important to invest in your own learning and development. Why? The answer is simple. Learners are earners. Economists from the University of Padova, Italy, conducted a study a few years ago and determined that individuals who read for self-education earned 21% … [Read more...] about Learn = Earn!