by Tom Williams & Tom Saine | Mar 5, 2018 | Negotiation, Price Demands, Procurement, Sales Skills, Sales Strategy, Selling to Procurement
If you have been in sales for more than a week you have encountered someone from Procurement telling you one or more of the following: “Your price is too high.” “I need a discount.” “Can you do better?” “Your solution is too expensive.” “You’ll have to do better than...
by Tom Williams & Tom Saine | Feb 12, 2018 | CEO, Sales Coaching, Sales Effectiveness, Sales Performance Management, Sales Strategy
After leading organizations as a CEO and working with a myriad of senior leaders in a wide-range of industries it is our firm belief that many organization waste significant resources because there is little or no financial over-sight in four key areas of selling and...
by Tom Williams & Tom Saine | Jan 15, 2018 | Healthcare Sales, Medical Sales, Sales Coaching, Sales Skills, Sales Strategy
According to CSO insights 21.3%1 of forecasted deals in a typical sales funnel end in “no decision”. This is a number that should send chills down the spine of every Board member, the CEO and especially Sales leadership. The potential lost revenue and gross margin is...
by Tom Saine & Tom Williams | Dec 5, 2017 | Sales, Sales Best Practices, Sales Effectiveness, Sales Strategy
In large measure, the difference between highly productive sales professionals—those who exceed their quota year after year—and those sales representatives who seem destined to underperform lies in a single explanation: the productive seller chases good business and...
by Tom Williams & Tom Saine | Aug 29, 2017 | Lead Generation, Sales, Sales & Marketing, Sales Strategy
Are you inadvertently losing inbound leads because of your internal systems and organizational structure? Is your attempt to control lead management to your various channel members so rigid and formalized that leads are not being managed in a timely and efficient...
by Tom Williams & Tom Saine | Aug 15, 2017 | Sales & Marketing, Sales Coaching, Sales Strategy
W Edwards Deming made two profound statements “Without data you’re just another person with an opinion” and “In God we trust, all others must bring data.” If you believe this mantra, why is it that BODs, CEOs and Sales Leaders ignore the sales industry data or delay...
