I just finished reviewing the results of the “2010 Miller Heiman Sales Best Practices Study”. (Miller Heiman, based in Reno, Nevada, is one of the most well-known names in sales training.) More than 1,500 sales professionals provided input, which were … Continue reading
When I speak with sales department leaders about reporting, I tend to hear one of the following statements: ‘We don’t get the reports we need.” or “We get a lot of sales reports, but not a lot of actionable information.” … Continue reading
Sales training, although very important, is not the Holy Grail of preparing sales representatives for success. I recommend that you think “sales readiness” instead. “Sales readiness” is the process of creating and executing on strategies to prepare a sales organization … Continue reading
They say that you only have one chance to make a first impression and Glance Networks, based in Boston, MA, is on a mission to make that impression, more powerful and to generate more revenue. In many technical sales organizations, … Continue reading
Have you been burned by inaccurate quota calculations? Have you felt the heat after approving an incentive adjustment? Are your sales reps fired up (in a good way) when sales comp payouts go out on time with 100% accuracy? Designing … Continue reading
This post is a follow-up to my August 2009 entry, “40 Sales Experts To Follow On Twitter”. For 2010, I have made a number of additions and updates including Sales Ops and Sales Automation experts. Everyone on this list produces … Continue reading
The new word “smarketing”, a combination of sales and marketing, was introduced at a recent Sales 2.0 seminar in the Boston area- for a very good reason. The lines between sales and marketing have become blurred with the introduction of … Continue reading