Obsessing over activities? Darned right!

Recently, I read a blog where the writer talked about sales leaders who obsess over activities over results. He was lamenting the fact that measuring activity has become quite common and he thought it was wrong. This got me thinking as I agree with him and disagree with him. Sales leaders have to own their sales number. There […]

Recently, I read a blog where the writer talked about sales leaders who obsess over activities over results. He was lamenting the fact that measuring activity has become quite common and he thought it was wrong. This got me thinking as I agree with him and disagree...
Hey, sales VPs, can your people answer these three basic questions?

Hey, sales VPs, can your people answer these three basic questions?

Hey, sales VPs, can your people answer these three basic questions? “I never plan, that way failure comes as a complete surprise and I haven’t spent countless hours worrying.”  I’m not sure if anyone actually said those words, but I certainly have heard that sentiment before. Once on a “ride-along” with a prospective client’s sales […]

Hey, sales VPs, can your people answer these three basic questions? “I never plan, that way failure comes as a complete surprise and I haven’t spent countless hours worrying.”  I’m not sure if anyone actually said those words, but I certainly...

Ghostbusters – great salespeople?

http://www.bettersellsolutions.com/wp-content/uploads/Ghostbusters_Snippet%20Edited.mp4 One of my favorite movies and one that really shows the value of Win/Results.  Can you name the Economic Buyer, the various Technical Buyers and their degree of influence, can you infer ratings and buying modes?  If so, leave a response here.

http://www.bettersellsolutions.com/wp-content/uploads/Ghostbusters_Snippet%20Edited.mp4 One of my favorite movies and one that really shows the value of Win/Results.  Can you name the Economic Buyer, the various Technical Buyers and their degree of influence, can you...

Why you need a sales system

Sales is a complicated topic with lots of moving parts. Being able to make sense of those parts, and maximizing the efficiency and effectiveness of each of those parts is essential. A “Sales System” is nothing more than a way to organize the pieces of your sales engine and for a way to have thoughtful […]

Sales is a complicated topic with lots of moving parts. Being able to make sense of those parts, and maximizing the efficiency and effectiveness of each of those parts is essential. A “Sales System” is nothing more than a way to organize the pieces of your sales...