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... read more

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... read more

How to justify no growth as superior performance by your sales team

Most would argue that a no-growth sales performance would indicate that the sales team isn’t doing a very good job.  Let me explain a bit about some metrics that might be of interest to you.  The question boils down to how you generate leads and your performance in closing those leads. One of my clients […]

Most would argue that a no-growth sales performance would indicate that the sales team isn’t doing a very good job.  Let me explain a bit about some metrics that might be of interest to you.  The question boils down to how you generate leads and your performance... read more

Anatomy of a bungled, but successful CRM sale…

As a sales consultant, I get to work with a lot of great companies. One that I’ve worked with over the past few years was in an interesting situation, they were going to buy a new CRM system. The attached presentation is a summary of the sales process and the mistakes made by the three vendors, Salesforce.com, Netsuite, and SugarCRM. It’s interesting reading.

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Why golf is like selling…

Those of you who know me know that I am an avid golfer.  While I am not the best golfer in the world, I’m not bad.  Recently, I had an epiphany on the putting green.  Here’s what happened… I had a tricky twelve footer or so, downhill with a left to right break.  I put […]

Those of you who know me know that I am an avid golfer.  While I am not the best golfer in the world, I’m not bad.  Recently, I had an epiphany on the putting green.  Here’s what happened... I had a tricky twelve footer or so, downhill with a left to right... read more

Sales keys for the “Operationally Excellent” companies

This is the third installment in my series of blogs about the implications on sales of Tracey and Weirsma’s great book “The Wisdom of Market Leaders”.   Last week we talked about companies who compete based upon “Product Leadership” (see below) and today we’re going to discuss those who compete on Organizational/Operational Excellence… from the sales perspective! […]

This is the third installment in my series of blogs about the implications on sales of Tracey and Weirsma’s great book “The Wisdom of Market Leaders”.   Last week we talked about companies who compete based upon “Product Leadership” (see below) and today we’re going... read more

Resources

Here are a few white papers that may be of interest” How to prevent losing sales after a merger or acquisition The case for account management as the core customer activity

Here are a few white papers that may be of interest” How to prevent losing sales after a merger or acquisition The case for account management as the core customer activity... read more