Man, is knowing if a deal will close important to the sales world. It’s the center of every pipeline meeting and every executive conversation at the end of the quarter. Knowing if a deal is going to close is at the heart of every opportunity discussion in every sales...
Thanks Jen, I have received the information, I just haven’t had the time to take a look at it yet. Do you mind calling back next week?” “Thanks for setting us up on the demo, we’ll play with it and get back to you in a few weeks. We’re looking forward to it.” “Great...
Every time I ask a V.P. of Sales/CSO or even a sales manager if they have coaching methodology in place, I always get a similar answer; “Yes, we do them once or twice a year.” I then ask, are those your “performance reviews” and of course, the...
This is a follow up to the 11 Things Great Salespeople Don’t Do. There are two sides to sales. The salespeople and the those that lead them. Each of them has a distinct and different role. Salespeople go and sell. They are the front lines. The sales leaders,...
Your CRM is a tool. That’s all. And, like most tools, you have to us it correctly if want get the most out of it. Learning to Use Tools Correctly Have you ever seen a little kid use a hammer for the first time? They bang away at the nail, if you’re...
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