Only 57% of sales reps make quota on average, according to Miller Heiman Group’s CSO Insights 2016 Sales Performance Optimization Study. And that number isn’t expected
We all know the importance of understanding your customers by always putting yourself in their shoes and looking through their lens. But we’re also aware that many sales
During my trip to Montana this year, I seemed to be able to conquer things I had not done in many years such as fly fishing
We have all seen Law & Order and read books or watched movies that clearly show us that, when lawyers negotiate, someone wins and someone loses.
Early in my sales career, I did not have any sales training to speak of. You went out with your sales manager – that was
It’s true that sales leaders have a myriad of responsibilities, and with so much on their plates, things either get missed or drop off their
Without the right preparation, it is difficult to truly take a customer call or meeting to the next level. You may luck out and it
A survey of over 100 enterprise sales leaders (conducted by Revegy in Q4 2015) revealed that sales people who met or exceeded their quotas last year
As sales people, our job is to understand the customer’s goals, priorities, requirements and risk tolerances by asking those open-ended questions that will fill in
We don’t always know everything we should in a sales situation. But in order to realize what you DON’T know, you must understand what you
Are you salesperson looking for tips and techniques to increase your sales from establiched experts? Or perhaps you are a sales trainer.
