Category: “Sales Management”
- What is the Secret to Successful Sales Effectiveness Initiatives?
“The culture of our organization is what will hold us back. We know what changes we need to make and the right solutions for our problems. That’s the easy part. Getting the organization to adopt them is far more difficult.”
- The simple formula for sales success
- The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets — Your Customers
For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships.
- Million dollar messaging – the key to having sales conversations and business development
1. Your buyers are saying one thing and doing another
2. There is a big difference between problem finding vs. problem solving
3. Facts alone don't create insight, nor appeal to the customer
4. Salespeople must practice in order to deliver messaging well
5. Timing, appropriateness, and delivery make or break communication
6. Goal is conversations - SALES - not Best Friends Forever BFF
7. Discounting is a marketing/sales problem
8. Give aways lose sales
- Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
