Several months ago, I was coaching Kim, a successful Strategic Account Executive. Kim started the coaching session with a deep exhale, saying, "I'm certain I will lose yet another unsolicited RFP this week. We will…
Sales managers are consistently required to deliver improved performance, not necessarily with increased resources, and even with reduced resources sometimes. Sound familiar? So, what can you do to ease the pressure and increase the team’s…
Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer, the unbelievable acceleration of…
For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Rather than start the year 20 times, I actually started the “year” 240 times. Each…
A key determinate of growth is the ability of a sales organization to win the largest strategic deals. So, why do so many of our clients that are focused on these types of deals say…
When faced with leading the largest deal of your career, how do you lead the pursuit team to a win? Read this article to find out the five critical parts of your deal winning strategy.
The next 15 days are going to help you set the pace for the future. Despite an extremely challenging business environment, these 10 actions will help you to weather the storm and establish success.
Selling is being redefined and there are five skills you'll need to adopt in order to be effective. Start focusing on these to create the necessary momentum that will carry you through this challenging environment.
The sales culture is ever-evolving, yet the aggressive approach has declined dramatically, creating issues central to accomplishing revenue plans. It is true, sales is more demanding with challenging complexity and reliance on technology, but many…
The average solutions salesperson wins 2.5 out of every 10 deals. A big reason for that performance stems from chasing unqualified opportunities. That is the blunt truth. Every funnel yields a large number of opportunities…