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Friday, June 19, 2015
Take a SEAT . . . Your Sales Pipeline is Wrong

According to a recent study from CSO Insights, over 47% of forecasted and weighted sales opportunities never close. In fact, the odds of winning at a Craps table in Vegas are slightly higher – as we pointed out in a previous blog . Sales Effectiveness is clearly the Number 1 problem facing CSOs (Chief Sales Officers) today. When sales organizations only close 50% of deals they forecast the conversation shifts from a sales conference call to the Company Board Room and the...

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Tuesday, March 24, 2015
Do your sales reps struggle to win deals?

It’s no secret that sales reps often act as “double agents” in order to keep the peace between their company and client. Sales reps traditionally value their relationship with the client and are often annoyed that they have to “push ” a client or potential client for the business and often try and avoid any potentially negative interaction. At the same time sales reps realize their company provides them a paycheck and subsequent commission to close...

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Wednesday, September 2, 2015
Sales is a Knowledge Game . . . Are Your Reps in the Know?

For anyone with a career in sales, sales management or running a business you have likely noticed a trend. The sales process is getting tougher. Prospects just aren’t as easy to work with as they used to be, and even the hardest working sales reps struggle to consistently close business. There may be many factors influencing this trend, but most likely access to information is playing a role in your sales process.

In sales, knowledge is power. The more knowledge you bring to the table, the more value you can offer your prospects. And this value is directly related to the influence you will have over whether a prospect will buy your product, when, and for how much. We expect sales professionals to influence accounts in a manner that leads to sales revenue, but are they really in the position to do so?

Consider for a moment how complex it was for a phone company to design, manufacture and sell a telephone 20 years ago. Now consider what would be involved in designing, manufacturing and selling a modern day smart phone. The depth of the subject matter has grown immensely over this time. Now think of your business, even the simplest products result in deep subject matter expertise being developed by your company. Information that when properly presented can make a clear case as to why you are the best provider for a particular opportunity. However, this subject matter expertise has proven very difficult to...

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