Month

January 2015
There’s been a common theme coming from sales leaders in recent weeks, and it has to do with what happens after their sales kickoff meetings. It goes something like this: Our sales kickoffs are always great, and our team leaves motivated to execute on the year’s initiatives. But when they get back to their desks...
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Do you look at sales objections as a bad thing? Do you get uptight around the whole issue? A lot of salespeople treat objections as if they are in a not-so-friendly tennis match: The prospect lobs one over the net, and the rep hits it right back at them — or worse, rushes the net and...
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Every team (no matter how successful) has something they can improve upon.  Identifying your weaknesses is important in order to efficiently manage and improve your performance.  In working and talking with countless marketing and sales leaders, we’ve discovered some of the most common challenges they face. We’ve complied them in this chart below for your reference....
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Ask a salesperson what their goals are and you’ll likely hear about their quarterly or yearly quota. Ask a top salesperson? They might mention their quota, but that’s just where it begins. In the popular sales book, The Psychology of Selling, author Brian Tracy describes top salespeople as “intensively goal oriented,” and that they “know...
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