As of 2015, the millennials are the largest segment of the workforce. They learn differently, work differently and think differently than previous generations. And as Generation Z begins to enter the workforce, many sales organizations will have four generations working side by side. Is your company well positioned to handle...
Mike Jacoutot
If you and others in the office don’t like a salesperson, odds are the customers don’t like him very much either...
For the Challenger, the formula is simple: teach, tailor, control.
So, your company made the final presentation. It is a multi-million dollar deal and one that you feel good about. All of the hard work, discovery and perseverance put forth by the team is officially on the line. You’ll never have another opportunity at this and want to put together the best presentation possible...
When I ask people to define what constitutes an "A" player, as you can probably imagine, the responses are all over the place. So as we researched the subject, we found a great little quiz by David DeWolf on what makes an "A" player...
This may be a shocker for most of you: I have a zero tolerance when it comes to hiring salespeople.
It happens all over the country in organizations every day. A top prospect suddenly emails a salesperson a Request for Proposal (RFP) and they immediately forward it to their manager with a note, "We need to throw everything we have at this. This is a real opportunity for us!" Is it, really...
Can every salesperson in your company articulate your value proposition consistently and concisely in 30 seconds or less? Here is a quick litmus test: If an executive sat down next to your salesperson in seat 4D on a plane and asked, “So what does your company do?” What would they say? We often hear...
For most companies, September through November marks “budget season,” when they establish budget plans for the upcoming year. Unfortunately, research ranges from a bleak 3 percent of companies whose executives say they are successful at executing their strategies, to—at best—30 percent of organizations that integrate its plans into its daily operations with high effectiveness. Why? Because a budget is not a strategy...
“Unfortunately, we come in nothing more often than anything else.” This is a direct quote from one of our clients during a win/loss analysis of their pipeline. At first, I laughed at the uniqueness of the phrase. Naturally, I asked for clarification. I was fascinated with the phrase “come in nothing” and quickly realized...
Here is a newsflash: if you are going to lose a deal — LOSE FAST!!!! Every minute you spend on a losing deal is a minute you don’t spend on cultivating a winning deal! It really is that simple. So what separates the great salespeople from the rest? It comes down to three basic things...
Who could forget that famous sales scene from Glengarry Glen Ross where Alec Baldwin storms into a branch office of a real estate firm and runs roughshod over a group of excuse-laden, non-performing salespeople. After berating the group and telling them that they are all fired, Baldwin then says they have one week to get their jobs back...
Whether you are an HR manager selling your boss on why he should promote you, or you’re a salesperson selling a multi-million dollar opportunity, you should understand the habits of successful sales. The best companies make the right habits an integral part of their training to ensure their salespeople have mastered the following tips...
Customer objections are part of sales. Unfortunately, most salespeople are coming up with answers to…
Profitable growth … it’s the oxygen of a company. Any organization looking for a silver bullet to…