3 Reasons Sales Leadership Is Getting Messy (And How to Clean It Up)

Sales leadership has never been easy. I once heard a senior vice president of sales refer to the job as carrying “a carrot and a baseball bat because a stick isn’t enough.” Of course this is a bit dramatic, but motivation was a large part of the job. Push and praise were the key roles of a sales leader for a very long time, but the game has changed in the new era of sales.

Two Leadership Equations That Deliver Growth

Growth is something we must nurture and generate, not just passively wait for it to show up (though sometimes it does). We must make it happen, and be in a position to capitalize on it when our entry point comes.

Underperformance and How To Fix It

Saying there’s an underperformance problem in sales is a bit like saying there’s a salinity issue with the ocean. Sales wouldn’t be sales if there were no hitches in executing your message, maintaining good habits or moving your opportunities ahead.

New Age Product Sales Training for New Age Salespeople

If you have been in sales for as long as I have been, you notice the changes taking place in the selling world – particularly the challenges faced by the younger sales force. It was fairly easy for me to awe my customers with the product I was selling – Brother electronic typewriters, back in the early 80s. I could capture their attention by the sheer ingenuity of the product.

Connecting With Customers In a Way That Scales

There’s no doubt that our emotions have a large effect on our buying behavior. There’s the pride of ownership, the desire for comfort, the fear of “missing out,” and many other customer emotions that a marketer or salesperson would recognize.

Drive Results by Selling Change

You have built a beautiful business. But lately, waves of change are slowly eroding its base. Until now you have held back the damage by reinforcing the foundation. Then one day the realization hits you: you must move the whole structure, or it will be swept away like a sandcastle on the beach.

Look Who’s ‘Carrying a Bag’

Would You Buy from the Presidential Candidates?

The Importance of Understanding Buyer Needs

Virtually all companies claim to be “customer-centric,” but set many of their salespeople up for failure with the prodigious amount of product training they provide. Sellers’ comfort zones become talking about offerings rather than exploring business issues. While tolerated at low levels within organizations, it often shortens sales calls made on executives or abruptly ends them.

6 Ways to Drive Favorable Customer Decisions

To capture favorable votes, salespeople, like politicians, need to pull six key levers that guide decision-making. These levers affect the limbic system of the brain, which holds memories, emotions and many core beliefs. Messages tied to these levers stimulate us to cast a vote or buy a product or solution. Here are the levers and how to pull them:

The 2 Biggest CRM Mistakes and What to Do About Them

Sales teams are usually viewed as the most important business units in a corporate world. But sales teams have to be smart in order to deliver great results.

Solving the Sales Hiring Mystery with Predictive Analytics

Early in my business experience, I encountered a mystery. A tightly run inside sales team had an ocean of standardized offices with the same scripts to follow, the same goals, the same computer screens and the same incentives for success. They made a lot of outbound calls to sales prospects with little variety.

Creating Personalized Global Content for Your Prospects and Customers

Organizations have traditionally taken a simplistic approach to global content creation, viewing translation of English-language content as “good enough.” This passive tactic is no longer sufficient – especially when you consider that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S.

A Story That’s Long Overdue

This issue’s cover story on the skills that women bring to B2B sales and the challenges they continue to face has rattled around in my head for more than a year. I’m glad that it finally came together. There are a lot of topics within the topic of women making their mark in what has been a male-dominated environment. Men and women alike should find it an interesting and educational read.

Want More Sales? Then Impress The Top Buyers

Corporate buyers are a force to be reckoned with, commercial king makers, with the power to award huge multimillion dollar contracts. So shouldn’t salespeople be doing everything in their power to impress them?

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