Seven Ways to Permanently Improve Sales
Stepping back to see the context of sales and marketing reveals often overlooked ways to get better results.
The Role of the CEO in the Sales Process
by Michael J. Webb (pdf of this article) Many CEOs see themselves as chief revenue officer (especially in tech companies) or at the least feel very consumed by this challenge. Many have been very successful in their careers by bringing order to chaos, yet they can seem paralyzed by the chaos in sales and marketing. […]
SPIF! Benefiting Your Company and Your Customer Simultaneously
Years ago, I was a first-line sales manager at a business forms company. One January, my district manager presented the new company strategy. He excitedly explained the new slogan for the year, and described a different type of ideal prospect we should start looking for in our prospecting. There were some new product announcements. Then, he announced a sales contest with some pricey prizes if we exceeded quota, like gold watches, ski-mobiles, and expensive vacations.
Three Question Strategies to Make Your Sales Funnel Flow Faster
Michael Webb surveys sales methodologies to point out the characteristics which work, and why.
Why Your CRM Probably Won’t Improve Your Sales or Forecast Accuracy (and Why It’s Not Your CRM Vendor’s Fault!)
Why CRM software only makes things worse if you have not properly defined the sales process.
Why Your CRM Probably Won’t Improve Your Sales or Forecast Accuracy (and Why It’s Not Your CRM Vendor’s Fault!)
Why CRM software only makes things worse if you have not properly defined the sales process.
