This is the first in a two-part series about bringing your sales coaching into the twenty-first century. Check back later for part two. This might shock you: According to research from Aberdeen Group, many sales managers still coach around old-school frameworks of emotion and gut instinct. Or it might not. In fact, you might be...Read More
As a modern sales leader, you know that implementing and maximizing a CRM system like Salesforce can amplify your sales organization in a major way. That’s why almost 400 sales leaders from Metro Detroit recently came together for a Salesforce Essentials event to discuss their experience with the platform. “We really motivate staff to use...Read More
It used to be that the only metric salespeople were managed around was how much business was closed, and the data was pulled at the end of the month to know how a salesperson was performing. And while closed business will remain the most important end result for all salespeople, more and more companies are...Read More
My experience is that salespeople spend a lot of time wondering, “Am I spending my time on what’s most likely to result in closing more business?” They’re rightfully worried about closing deals, but there’s nagging doubt along the way about whether the path they’re taking to that goal is the straightest one. Sales managers, too,...Read More
So you spend your days selling Software-as-a-Service (SaaS). Do you do so as a vendor, or a partner? Before you answer, let’s look at the first reactions you might have when you hear each of these words: Vendor: Price based, company first and customer second, less personal, lack of support Partner: Trustworthy, vested in your...Read More
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