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...

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...

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...

Problems we solve – Our forecasting is awful!

A sure key to losing credibility for a sales vice president is to forecast poorly. Here are some thoughts on how forecasting can be improved.

Forecasting is critical to any sales organization.  See our blog post on how it affects your credibility. Forecasting is related to funnel management.  Each opportunity in the funnel should have some probability of success associated with it.  For each opportunity do...

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.

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.  Being on the buying end, rather than the selling end was quite a...

There are only four ways to grow revenue. Which is right for you?

You are the vice president of sales and you are preparing to meet with your CEO to discuss how you will grow revenues by 20% next year.  Your CEO wants you to do it with the same headcount as last year.  What are you going to do? There are only four things you can do. […]

You are the vice president of sales and you are preparing to meet with your CEO to discuss how you will grow revenues by 20% next year.  Your CEO wants you to do it with the same headcount as last year.  What are you going to do? There are only four things you can do....

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...

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...

A quick story on the value of account planning

When you and your client agree upon the nature of the relationship and how to proceed, the value to both you and your client is incredible.

I have been a Miller Heiman sales consultant for ten years and have worked with small and large accounts implementing the Miller Heiman methodologies. My client is a small system integrator, I’ll call them XXX in the Boston area and they have used LAMP to define...

Sales keys for “Product Leader” companies

Companies who compete based upon their product leadership have to structure and run their sales teams differently from others. If you are one of those companies, this blog is essential.

Over the past few weeks I’ve written about Tracey and Weirsma’s great book “The Wisdom of Market Leaders”.   Last week we talked about companies who compete based upon “Customer Intimacy” (see below) and today we’re going to discuss those who compete on product...