Setting Sales Targets Mistakes to Avoid No sales leader ever claimed that setting realistic and achievable sales quotas was easy. But most sales managers make it more difficult (and failure-prone) than it needs to be. Based on our...
More Effective Sales Training Role Plays Sales role plays have long been touted as an effective way to train salespeople in new sales skills and sales behaviors. Sales role plays done right can be enormously effective…the learners have an opportunity to test their...read more
Top Sellers Align with their Buyers Buyers have changed the way they buy. So, to be successful, sellers need to change the way they sell. Top solution sellers get in on the sales process far earlier than their underperforming peers and work in sync with their target...read more
Why the Future of Solution Sales is Anticipatory Sales Unless you are lucky enough to sell solutions for a company that has an unmatched solution in the marketplace that your target buyers cannot live without, you must count on your sales team to be part of what sets...read more
Are Your Sales Training Investments Paying off? Solution selling training can be one of the best sales investments you’ll ever make if you want to raise the level of your sales team’s performance. It can also be one of the worst. Don’t Waste Your Sales Training...read more
If you are a sales leader or a sales manager, we bet you wish you had more time in the day to speak with potential new clients, help shepherd strategic deals forward, satisfy current clients and help your sales team navigate big contracts and key accounts. But how...read more
Who are solution selling managers? Solution selling managers are sales leaders who are responsible for ensuring their sales team can consistently and profitably sell complex solutions to their target clients using a consultative sales process. They are the sales...read more