High Performance Sales Organizations

For most B2B companies the largest promotional investment is the sales force, yet most companies fail to utilise this resource to its full potential. As corporations continue to struggle in these difficult economic times, sales executives will need to focus on reinforcing the foundation of their sales organizations in order to survive.What do we know?… Continue reading High Performance Sales Organizations

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Six Steps for Creating a Successful Inside Sales Team

Inside sales – already an important component for many company’s sales efforts – is expanding as more companies develop or add to this valuable sales channel. Here are six things to consider to insure your new sales team is effective and profitable.#1. Define the role of your inside sales team. When considering building or adding… Continue reading Six Steps for Creating a Successful Inside Sales Team

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Keeping Leads Warm: How Sales Managers Can Smooth the Handoff Between Marketing and Sales

They say that time heals all wounds, but in the sales industry, time kills all deals. To keep leads warm, especially during notoriously cool selling months, sales managers need to create a smooth handoff between the marketing and sales teams.Expert sales managers understand that sales and marketing are interconnected. Leads may come into the funnel… Continue reading Keeping Leads Warm: How Sales Managers Can Smooth the Handoff Between Marketing and Sales

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An Island Called Sales

The Island Called Sales: Sales Team StructurePeter Drucker said, “The purpose of business is to create and keep a customer.” If finding a customer is the name of the game then your success in business may be more reliant on how good you are at finding customers, more so than how good your product or… Continue reading An Island Called Sales

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Top 3 Reasons Why Sales Enablement Is a Game Changer

While it may be no surprise to you as a sales leader, B2B buyer behavior has shifted dramatically in the past few years. There are 3 game changing reasons why sales enablement equips organizations that are slowly adopting these mandatory shifts, while urging themto adapt in a rapidly-changing sales landscape.Several key themes are contributing to… Continue reading Top 3 Reasons Why Sales Enablement Is a Game Changer

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Importance of Sales Management Process

To address issues of sales persons’ productivity an organization needs to address issues holistically. Most organizations when faced with low or declining orders from their sales teams look for quick fix solutions by putting sales people through a rigorous sales training program which more often than not is structured around face to face selling skills.… Continue reading Importance of Sales Management Process

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Why Sales and Marketing MUST Align

Let’s talk about a sales and marketing problem most companies have struggled with for years. I’m not talking about lead generation, market share, or customer retention, although it does impact each of those things and so much more. I’m talking about the chasm that separates Sales and Marketing.Take a look at a typical day in… Continue reading Why Sales and Marketing MUST Align

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Sales Simulations Are a Blue Ribbon Training Method

Over the last decade we have used sales simulation with a significant number of B2B companies across a wide variety of industries. The programs have consistently received extremely high evaluations. The programs get high marks from both the participants and from senior sales management.Because a significant amount of money is spent on sales training each… Continue reading Sales Simulations Are a Blue Ribbon Training Method

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