Creating differentiated, personalized customer experiences is a top business initiative for most organizations. Executives know that when exceptional experiences are delivered, they distance themselves from their competitors. The reverse is also true. When things don’t go well, the negative brand impact on your company has greater potential for damage that goes far beyond … [Read more...] about Does Your Sales Experience Deserve a Star Rating?
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?