A few months ago I had the pleasure of interviewing Jacques Werth, the President of High Probability Selling, for the Sales Operations Blog. (Check out, “A Radically Honest Sales Approach Can Give You a 40% Lift In Sales”.) Jacques and … Continue reading
40 may be the new 30, and blue may be the new black, but what’s hot and what’s not when it comes to selling in 2010? I reached out to my sales network across North America and asked this question. … Continue reading
“Sales transformation” is becoming a popular buzzword as sales organizations evaluate their go to market strategies and look for ways to improve results. A few months ago, I tweeted, “The song Change or Die by Papa Roach should be the … Continue reading
It has become an epidemic! Thousands of dollars are lost every day due to neglect.. sales lead neglect. Sales leads and sales departments have a love/hate relationship. Sales reps. want as many leads as they can get, as long as … Continue reading
Here are some fun stats… In 2009, on average, sales representatives achieved only 52% of quota, sales departments achieved only 79% of plan and most companies do not plan to invest in more sales training or technology in 2010. To … Continue reading