by Tom Saine & Tom Williams | Oct 31, 2016 | Complex Sales, Sales, Sales Management, Sales process
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...
by Tom Williams & Tom Saine | Oct 10, 2016 | Sales, Sales Management, Sales Training
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...
by Tom Saine & Tom Williams | Sep 19, 2016 | Opportunity Management, Sales, Sales & Marketing, Sales process, Sales Strategy
As buying processes become more complex, sellers find it increasingly difficult to identify all of the stakeholders and buying influences. There are two over-riding reasons. First, the seller never bothered to “map” the buying process in the target organization. ...
by Tom Williams & Tom Saine | Aug 16, 2016 | Medical Sales, Sales, Sales & Marketing
We thought it was time for a little venting and levity. Sales is a tough profession and occasionally folks make it a lot harder than it needs to be. Here is a list of “pet peeves” that we have encountered recently. Several have been provided to us from colleagues we...
by Tom Williams & Tom Saine | Jul 25, 2016 | Account Planning, Customer Retention, Sales, Sales Management, Sales Strategy
Every sales executive and sales representative needs to make an annual revenue goal. It’s no secret that the easiest path to “making your number” is to keep your existing business and sell more to an existing account. Why? The easiest customer to sell to is one that...
by Tom Williams & Tom Saine | Jul 11, 2016 | Sales, Sales Management, Sales Strategy
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...
