We all enjoy a good road trip. However, the way of the road trip has changed significantly. In the past, a map planned your route. Today, GPS and smartphones make your trip more efficient, helping you avoid traffic and other problems that could sidetrack your...
A recent Forbes study showed 63 percent of executives feel their business has “ineffective” sales pipeline management. Such a staggering number reveals pipeline mismanagement as an all too common issue. This is alarming considering pipeline efficiency plays a critical...
If sales (read revenue) is at the heart of your business, your sales management process is what keeps it beating. To keep the pipeline flowing, this process must be in constant, efficient motion. Some have tried quick tricks to improve their sales management...
“Thus it is that in war the victorious strategist only seeks battle after the victory has been won, whereas he who is destined to defeat first fights and afterwards looks for victory.” –Sun Tzu, The Art of War IV.15 In other words, if you want to achieve your goals,...
Historically, many organizations have severely undervalued the importance of a well-established inside sales team. The old way of thinking would sound something like this: “Field Sales is more strategic, meeting with C-level executives and developing strategic...
“By failing to prepare, you are preparing to fail.”
We have all been in situations when poor preparation has led to unnecessary work, when we wished we had taken the time to organize our thoughts or questions before acting.
Approaching a sales call requires groundwork. Without it, it is easy to lose control of a conversation. By the end of the call, you and your team may discover you have more questions than when you began, or, without realizing it, that you failed to gather all the requisite information to begin serving a client.
Benjamin Franklin’s warning is important in life as well as in business. If you take time to prepare, and stick to our proven, pre-call plan, you and your team will have a smoother, more successful sales call.