Sales meetings, properly run, have a tremendous impact on sales performance. But most sales managers are reluctant to run them and, when they do, they run them in precisely the wrong fashion because of a fundamental misunderstanding of the concept of motivation. Why run a sales meeting? We should touch on why before we get… “How to run a sales meeting”
Read More
When executives are first introduced to Sales Process Engineering, they naturally assume that this new approach to sales will be tough on salespeople. But, interestingly, it tends not to be. Salespeople adapt quickly. They enjoy working in an environment that’s custom-engineered to multiply their productivity. The individual who really suffers as a result of this… “The Machine > Part 2 > Chapter 11: Managing the sales function”
Read More
Most managers are excited by technology. Technology enables us to get more done, faster. And technology is practical. Concrete. It’s not about ideas; it’s about execution. This is certainly true in sales environments. It’s almost impossible to propose any initiative without prompting the question: is there software for that? In sales environments, the answer to… “The Machine > Part 2 > Chapter 10: Technology (why CRM sucks!)”
Read More
This is the title of a Harvard Business Review article that has caused a bit of a stir in sales circles. The authors divide (B2B) salespeople into five groups and argue that, of the five profiles, one significantly out-performs the others – and that one under-performs, to a similar degree. Here are the five profiles… “Selling is not about relationships”
Read More
I have a tip for you for the holiday period that’s such an awesome tip it almost qualifies as a Christmas present. Trust me: you’ll be so glad I blogged about this. A one-hour interview with a founder, every day of every work week: totally free! Every day of the (work) week, I listen-in on… “Mixergy: Christmas tip (almost a Christmas present)”
Read More
I have a few long-term clients who I love dearly but who are painfully difficult to work with! The problem is that they are creative entrepreneurs, brilliant at starting businesses – and launching new initiatives within existing ones – but challenged when it comes to building sustainable and scalable machines. Because our expertise is the… “Achieving ‘Predictable Success’ (book review)”
Read More
His full name was Dr Eliyahu Goldratt but the world knew him as Eli. He burst onto the world stage when his first book (The Goal) became a runaway best seller. The Goal went on to become one of the most-read business books of all time and Eli established himself as one of a small… “In memory of Eli Goldratt”
Read More
