Why Your Follow Up Isn’t Good Enough

The most effective people I know have more commitments, requests, follow up tasks, to-dos and activities scheduled than they can ever hope to accomplish in a day. We all do. If this wasn’t true, there would be no need for us humans to have invented the concept of prioritizing. This simple truth is also why [...]

By | 2016-10-17T16:31:03+00:00 May 3rd, 2016|Sales Success|26 Comments

Marketing and Sales Integration: How to Create a Dynamic Duo

As a sales manager, you likely understand the importance and value of marketing and sales integration. Unfortunately, marketing and sales teams often don’t recognize how much stronger they can each be when they work together. While sales departments typically claim short-term and immediate opportunities as their own, marketing tends to focus on long-term or objective [...]

By | 2016-10-17T16:31:05+00:00 April 28th, 2016|Sales Leaders|1 Comment

Creating a PlayBook that Wins: The Philosophy behind the Mechanics

Creating a PlayBook is a big commitment. So, are the rewards worth the investment? The Aberdeen Group did a survey in July 2015, which resulted in the following conclusions: Best in class companies are 3 times more likely to deploy Sales PlayBooks PlayBook users report 15% more sales reps achieving annual quota PlayBook practices combined [...]

By | 2016-10-17T16:31:10+00:00 April 19th, 2016|Sales Leaders|0 Comments

Focus on Selling! Increase Sales with These 5 PlayBook Elements

If you’re looking to increase sales, you may want to tap back into that Sales PlayBook of yours and focus on selling. Okay, stop rolling your eyes—I’m serious. I know using and managing a Sales PlayBook is a huge pain in the alphabet, but it’s worth the time and effort. Like stats? According to the [...]

By | 2016-10-17T16:31:17+00:00 April 5th, 2016|Sales Success|1 Comment

5 Ways Sales Managers Can Help Salespeople Become Better Problem Solvers

All sales managers want great problem solvers on their teams, right? But do you have great problem solvers on your team? Do you have a team that is great at opening doors but fails to ask the right questions? Let’s fix this! 5 Ways Sales Managers Can Help Salespeople Become Better Problem Solvers The word [...]

By | 2016-10-17T16:31:26+00:00 March 22nd, 2016|Sales Leaders|0 Comments

Upselling for Geeks: How to Turn Your Field Support Team into Sellers

Sales can be hard, and a great field support team that has a successful method for upselling can make your sales efforts a whole lot easier. If the technical staff isn’t helping as much as you’d like, it may not be their fault. As a trainer in the technical staff field, I’ve discovered gaps that [...]

By | 2016-10-17T16:31:28+00:00 March 17th, 2016|Sales Leaders|0 Comments

How to Create a Sales Prospecting Action Plan

As a busy sales manager or salesperson, you have likely had little time to create a sales prospecting action plan. After all, getting out there and “selling already” is top priority, right?! No salesperson wants to miss their quota, and they especially don’t want to get on their manager’s bad side. But what if a [...]

By | 2016-12-08T17:58:04+00:00 March 8th, 2016|Sales Leaders, Sales Success|0 Comments