Sales & Metrics - What Are We Really Measuring?

As a consultative business development specialist my clients often ask me to provide metrics on my sales efforts. Fair enough, but what do they really mean?

Hook Me Up, Buttercup

Lean on me.

Or better yet, let me lean on you.

Targeting the Right Executive for the Complex Sale

Why Your Sales Force Needs Fewer Leads

Yes, we’re seeing signs of economic recovery, but we’re not there yet. And other market trends are making it even tougher for sales teams to hit revenue goals.

Let the Games Begin – Not!

Most customers are honest and open. Though the concessions they’re asking for might be unreasonable communications experts know that every point of view is reasonable to the person holding it. The exception is when the other person is playing games.

What We Can Learn From Walmart

Build a Balanced Portfolio of Information Sources

SiriusDecisions helps business-to-business companies worldwide improve sales and marketing effectiveness. Management teams make more informed business decisions through access to industry analysts, best practice research, benchmark data, peer networks, events and continuous learning courses

'No' Can Be the Beginning of a Beautiful Customer Relationship

Most salespeople are encouraged to take whatever business is out there in a flat economy. The truth is this: If you begin a relationship with a new prospect in a one-down position, you’ll never regain ground. By saying “No” to unrealistic expectations and setting solid parameters right from the start, the relationship becomes reciprocal and respectful.

Plug and Play

Sony Smartwatch

Is Integrity a Sales Strategy?

Get Your Reps In the Cloud

Sales reps must have missed the memo about the paperless office issued sometime in the early ’90s. While in New York recently, I spotted a dozen or more sales reps woefully trapped in the past.

Smart Incentive Gift Card Shoppers Steer Clear of Retail Outlets

The proven motivational power of gift cards is a key reason managers use them in reward and recognition programs, but the advantages don’t end there. Customization and ease of administration is important, too.

You're Only As Good As Your Proposition

If your customer wants your product and needs it, it’s your sales rep's job to find a way for him to have it.

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