View of a Former Buyer: Episode 3 – Trainers

Doug
Ferreira

October 15, 2014

This is the 3rd and final episode in the series in which I have shared my thoughts and ideas regarding some of the critical roles in the sales effectiveness world… all roles that I have had the distinct pleasure to play. We have addressed those who sell sales effectiveness solutions and sales training, as well Read More >

How Can You Create More Accurate Sales Forecasts?

Michael
Perla

October 15, 2014

CSO Insights has been conducting research on sales for almost 15 years. In one of their surveys to over 1,000 sales leaders, they ask about the percentage of forecasted deals that actually close. On first blush, you would think this would be a fairly high number. In many companies, committing a deal to a forecast Read More >

View of a Former Buyer: Episode 2 – Buyers

Doug
Ferreira

October 6, 2014

In the first blog post in this series, we embarked on a journey to discuss my view points on best practices for different players in the sales effectiveness solution “selling cycle,” including those who sell these solutions, those who buy these solutions, and those who deliver these solutions…all roles that I have played myself. In Read More >

Back to Basics to Increase Your Sales Win Rate

Mike
Peters

October 6, 2014

To increase your sales win rates, it’s best to start at the beginning and get back-to-the-basics. Here’s a look at a real-life example where this approach came into play. Sales Rule #1: Know your buyer and what they want to achieve. It’s a simple rule but one that is often overlooked by the most experienced Read More >

Molly Fletcher: Getting Out of Your Comfort Zone in Pro Sports and Pro Sales

Symmetrics
Group

October 2, 2014

Hailed as “the Female Jerry Maguire,” Molly Fletcher spent nearly two decades as one of the world’s only female sports agents, recruiting and representing hundreds of top athletes and coaches, including John Smoltz, Joe Theismann, Tom Izzo, and Doc Rivers. The author of three books, Molly currently heads up her own company where she consults Read More >

View of a Former Buyer

Doug
Ferreira

October 2, 2014

Episode 1 – Sellers There are thousands, probably 100’s of thousands, of sales trainers walking our wonderful planet at this given moment. Certainly, a large number of us have had a point in time in which we “carried a bag,” some for many years, others maybe for only a brief moment. Many agree that while Read More >

Highlights from the Changing Role of Sales, Compliments of Big Pharma

Warren
Shiver

September 29, 2014

A great article in the WSJ (“Drug Firms Divert Pitch to Hospitals”) outlines how pharmaceutical sales reps are increasingly calling on hospital administrators as opposed to Doctors. The following graphic nicely summarizes this trend: We don’t do a lot of work with pharma sales teams ourselves, but we see similar trends in other industries, especially Read More >

Mo Bunnell: Effective Tools for Changing Habits

Symmetrics
Group

September 22, 2014

For a long time, Mo Bunnell carried around an 1899 silver dollar that had once belonged to his grandfather. If you’d seen Mo’s daily ritual of clutching the coin in his palm every morning and then slipping it into his pocket, you might have guessed he was superstitious, or that he had a touch of Read More >

One Thing Seasoned Sales Reps Should Never Stop Doing…

David
Szen

September 19, 2014

The life of a sales professional can be a very busy one, depending upon how many accounts you must handle, prospecting, managing your sales funnel, travel, growing existing customers, and living some form of a life. Many sales professionals have the chance to earn a very high income, because if they get all of this Read More >

Overworked, Overwhelmed, and Just Plain Over It?

Joni
Santos

September 12, 2014

Let’s face it… most of us need to work for one reason or another. Some of us like to work, some of us don’t. But regardless of your personal feelings about your current employment situation (and that pesky need to pay bills), we all have a basic desire to be successful – to be a Read More >

Lessons in Growth for Mid-Sized CPG Firms

Symmetrics
Group

September 2, 2014

Small CPG Firms Are Stealing Share from Industry Giants: What’s the Sales Lesson for Mid-Size Players? By Symmetrics Group CPG Giants have scale. Small firms have agility. what can mid-sized players learn from the market dynamics between the two? Once a quarter Clorox, the $5.6B icon of the household products industry, publishes an internal magazine Read More >

Becoming Quotable

Rachel
Cavallo

September 2, 2014

Today, I read an article whose headline suggested it would tell me why some movie lines are more quotable than others. I thought I could learn something useful that might apply to my world. I could uncover the formula that would transform sales presentations from dull and boring to memorable and quotable… the possibilities! Unfortunately, Read More >

Inside Sales – Key Skills (Part 2)

David
Szen

September 2, 2014

My last post discussed how inside sales continues to experience a roller coaster of acceptance within organizations and highlighted some common challenges that organizations face with inside sales teams. This post takes the topic a step further and examines what organizations can do to increase the effectiveness of a company’s inside sales efforts. Making inside Read More >

Effectively Driving Change in the Sales Organization

Kevin
Shea

August 28, 2014

“Winning takes talent, to repeat takes character.” – John Wooden (10 NCAA Men’s Basketball Championships; Seven NCAA Championships in seven consecutive years; Most appearances in Final Four – 16) We have all been engaged in large, game-changing change initiatives that implement new sales strategies, processes, technology, and training with the objective of driving improvements in Read More >

Inside Sales–Why is It So Different? (Part 1)

David
Szen

August 28, 2014

Since the 1990’s, inside sales has continued to experience a roller coaster of acceptance levels within organizations. It comes, it goes, it gets deployed in new ways, it comes in fashion, it goes out of fashion, it gets outsourced, and it gets measured, usually more than any other sales effort. Some companies are highly sophisticated Read More >

How Do We Improve Our Go-to-Market Model And Strategy?

Michael
Perla

August 18, 2014

The title of this blog is a question I often hear from clients … and unfortunately, the answer is usually an “it depends.” The next reasonable question to ask is, “What does it depend on?” Before I discuss some key go-to-market (GTM) considerations, a quick story around a typical situation I often encounter. The client Read More >

Transform vs. Tweak

Warren
Shiver

August 15, 2014

We’ve found recently that many sales training companies use the word “transformation” when they’re really only talking about tweaking the existing organization mostly through training, not holistic transformation. Depending on your case for change and the gap between your capabilities and desired results, rolling out sales training or a new tool might be the perfect Read More >

Win Planning

Symmetrics
Group

August 15, 2014

“It’s not the will to win that matters – everyone has that. It’s the will to prepare to win that matters.” – Paul Bear Bryant, Former University of Alabama football coach (6 national & 13 conference championships) New opportunities are exciting… the next big sale, blowing away quota, commissions….

Maximize Your Sales Training Efforts

Debi
Jackson

August 14, 2014

In my career as a sales training professional, I have seen sales training programs fail time and time again, because they are not reinforced. Participants leave the training eager to leverage new knowledge and test new skills, but if the content is not reinforced, the participants quickly forget what they learned and return to old Read More >