Sales and Marketing Do Not Get Along: What to Do About It
What to Do If Sales and Marketing Do Not Get Along A Strategic Approach to Aligning Two Essential FunctionsWhen sales and marketing do not get along and fail to collaborate effectively, the fallout isn’t just internal dysfunction — it’s a direct threat to revenue...
4 Steps to Differentiate from the Competition
Not Every Solution is Right for Every CustomerSophisticated buyers know there are real differences in the products, services and solutions being offered. Experienced solution sellers also know that any meaningful differentiation needs to be based upon the true needs...
The Top 10 Sales Excuses and How to Help Reps Meet Quota
The Top 10 Sales ExcusesWhen sales targets are missed or when big deals are lost, it can be a challenge to sift through the Sales Excuses to identify the top reasons sales reps miss quota. When we ask our clients, the top 10 sales excuses for missing...
The 4 Biggest Sales Targets Mistakes to Avoid
Setting Sales Targets Mistakes to AvoidNo 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 sales leader simulation...
4 Ways to Avoid Sales Obstacles When the Stakes Are High
4 Ways to Avoid Sales ObstaclesWant to avoid sales obstacles customers throw in your way when the stakes are high? We know from sales leadership simulation assessment data that the secret is to first prepare for the most common sales obstacles and then to put the...
The Leading Sales Metrics That Matter Most
Leading Sales MetricsWe define leading sales metrics as measurements of key sales activities that are both predictable of the results you want to achieve and under your control to influence. We know from sales leader simulation assessment data that many sales leaders...
3 Sales Leadership Barriers to Success
Salesperson vs. Sales LeaderSome sales leadership barriers to success certainly exist, but why do so many salespeople seem to lose all their common sense and sales expertise when they are promoted to sales leadership? Presumably they received the promotion because...
