The Solution to Broken PO Promises
We’ve all been there. The deal is going well. The prospect is engaged in our dialogue. The conversation builds to the obvious conclusion where a proposal goes out the door. Then silence………….. You can’t find the prospect with a...
Training a World Class Sales Team – 3 Simple Categories
Mentoring your sales team to fulfill their potential is never easy but I see real confusion out there and it’s making the task so much more difficult than it needs to be. All sales training can and should be taught in three distinct categories: 3 Big Categories...
Reducing The Mystery Of Sales
Lets face it unless you are an outsourcing company selling a 10 year contract, the visibility of sales is tough. The software world has tried to address this visibility issue with the development of the SaaS (paying for software on a monthly basis often through a...
Deals That Pollute Your Sales Pipeline
It looks like a deal, it talks like a deal but it never seems to close. It lingers around. So what’s the harm? It might close one day! Here is the problem with deals that constantly linger: They pollute your pipeline. They flatter to deceive. They waste a...
Sales Professionals – 15 Questions To Ask Yourself
Sales is a great place to be if you want to be in sales, as one of my top salesmen once said to me! It’s like running your own business. It demands that you think like a businessman. So here are my top 15 questions every sales professional should be asking...Operational Excellence For Exits
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