How Sales Professionals Can Overcome the Forgetting Curve

Are you a sales professional that just finished attending a great sales training program? Perhaps your marketing team sponsored an educational webinar that was sensational? How about a riveting guest speaker who spoke on industry trends? Maybe a webcast from your company on a new product that has disruptive technology? Perhaps you just finished reading […]

Selling from the Third Platform: Challenges for the Sales Executive

The Pillars of Sales Transformation In November 2013 International Data Corporation (IDC) published a seminal article entitled “The 3rd Platform: Enabling Digital Transformation.”  This white paper explored the confluence of four transformational technologies that serve as the foundation for the 3rd platform: cloud computing, social, Big Data and mobile. IDC pointed out that we have […]

Tools to Help the Seller Close the Complex Sale

  There are many stumbling points in completing a complex sale—conducting effective meetings with senior executives, delivering compelling presentations, selling to committees and crafting messages that convey value.  It comes as a complete surprise to us that after all the effort, planning and time devoted to the initial stages of the selling process that sellers […]

12 Ways to Make Sales Training Stick!

Every year organizations spend billions of dollars on training and professional development, yet there are still pundits that say “sales training doesn’t work.” Why is it that a sales training program works well for some organizations while others struggle to gain a measurable ROI? We have some answers. Ensure it’s the Right Solution – There […]

Sales Leader, It’s Time for Mid-Year Checkup!

Well it’s mid-year…so if you want to make your annual sales quota it’s time for a checkup and perhaps even some adjustments.  As you review or revise your sales plan for the balance of the year, consider taking a close look at the following seven “areas” and determine what value they may bring to your […]

Lesson Learned- What is the Cost of Inaction (COI)?

In a recent conversation a colleague made an interesting comment, “Sales training is a waste of money.” Since he knew that they were in the sales productivity improvement business where “sales training” is one weapon in our arsenal, it piqued our interest. We couldn’t resist asking him why he felt that way. Here’s part of […]

Sales Leadership: Does Your Sales Organization Play Fast?

In football they call it the “2 Minute Drill.” It could be the last 2 minutes of the first half or the last two minutes of the game. Everyone on the field is expected to know their play and their role and they are expected to beat their man. On offense the objective is to […]

The Win Rate of Forecasted Sales Opportunities is Only 45.8%!

    Yes, you read the headline correctly. In 2015 the average win rate of forecasted deals was a meager 45.8% according to data provided by CSO Insights, a division of MHI Global.1 The statistic is not pretty and it’s not one that sales representatives, managers or vice presidents would like to defend. Why is […]

Another Sales Year–Another Sales Quota Miss!

It’s a new sales year and last year is behind us. The slate is clean and everyone begins at the same starting point. In every sales organization optimism soars at this time of year.  Recent research findings, however, suggest there are reasons for grave concern. The Fact CSO Insights, a division of MHI Global, paints […]