Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and professionals KNOW FOR SURE it doesn’t apply to them. And of course they are right. Right
Read More
Value, Value Stream, Flow, Pull, Perfection – Todd Youngblood's "SPE" Blog
Posted by tyoungbl under SalesFrom http://bit.ly 5019 days ago
Made Hot by: SalesBlogcast on August 7, 2010 2:43 pm
Two Metrics You Must Capture to Reach Your Sales Goals
Posted by iannarino under SalesFrom http://thesalesblog.com 5023 days ago
Made Hot by: SalesBlogcast on August 7, 2010 2:42 pm
Two metrics that you need to capture to understand how to reach your sales goals are your average deal size and your churn rate. These two undervalued metrics do much to determine how you go about reaching your goals, and they cannot be overlooke
Read More
Solution, Consultative, or Embedded Selling? – Todd Youngblood's "SPE" Blog
Posted by tyoungbl under SalesFrom http://bit.ly 5019 days ago
Made Hot by: stillwagon428 on August 6, 2010 5:15 pm
When developing a plan for operating a sales territory or chasing down a specific opportunity, both the Solution Selling and Consultative Selling frameworks have proven their value. I am far from alone in being a huge fan of the underlying concepts and best practices. These approaches and combinations thereof have supported the transformation of legions of “wannabes” into legitimate sales professionals
Read More
BANTER 2 - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5021 days ago
Made Hot by: Haroldinseyh655 on August 6, 2010 1:43 pm
We continue to explore the BANTER approach. As we look at Need and Timelines, it is important to remember that at the end it comes down to how you execute
Read More
A Video Sales Call Follow-up? – Todd Youngblood's "SPE" Blog
Posted by tyoungbl under SalesFrom http://bit.ly 5021 days ago
Made Hot by: sannwood on August 4, 2010 3:56 pm
Ever make a sales call that went really, really well? That covered more topics than you had planned? All of which advanced your quest to deliver still more value to your client? (And increase your revenue?) But left a major new opportunity virtually un-discussed
Read More
Two Rules For Using Sales Metrics Effectively
Posted by iannarino under SalesFrom http://thesalesblog.com 5027 days ago
Made Hot by: billrice on August 3, 2010 11:45 pm
Sales metrics lie; they don’t tell the whole picture. To make sales metrics more useful—and honest—add qualitative information, ignore single metrics, and measure outputs instead of inputs
Read More
The Short Shelf Life of a Deal in Your Pipeline
Posted by iannarino under SalesFrom http://thesalesblog.com 5029 days ago
Made Hot by: ajayjoya on August 3, 2010 3:02 pm
Your opportunities have a relatively short shelf life. You have to focus your efforts on moving your deal from target to close before that shelf life expires. Pay attention to these three big ideas to keep on track
Read More
Sales as a Science Generates Predictable Results!
Posted by SalesBlogcast under SalesFrom http://mindshare.salesblogcast.com 5030 days ago
Made Hot by: ajayjoya on August 3, 2010 3:02 pm
There is an upside to sales as a science. You are in control! You can master the steps and skills needed to consistently succeed. You just have to be willing to..
Read More
What Your Company Expects of You
Posted by iannarino under SalesFrom http://thesalesblog.com 5030 days ago
Made Hot by: ajayjoya on August 3, 2010 3:02 pm
There is no universal deal template and no single solution to winning deals. Your company expects you to know when you are off the roadmap, to be resourceful enough to achieve your outcome anyway, and to get help when you need it
Read More
Leaping To Solutions! Are We Solving The Right Problem?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5023 days ago
Made Hot by: lyceum on August 2, 2010 7:59 pm
Sales people are trained to be problem solvers — we ask questions, probe — once we find a problem we attack like a pit bull and don’t let go until we’ve wrestled the problem to the ground and gotten the order
Read More
Subscribe
“Rachel: Great to hear! Thanks for your kind words! :)
All the Best,
Martin...”
“Thank you, Martin. That's a fantastic motto... and I couldn't agree more!...”
“Lisa: Good to hear! Thanks for your response....”
“For sure, I know I did years ago when I was working for others....”
“Lisa: I wonder if they potential employee is doing a background check on...”