Are You “Social Selling” or Committing “Social Suicide”?
Social Selling is an important tool in the weaponry of sellers for lead generation that nurtures meaningful relationships through conducting research, making a connection, fostering awareness and increasing interest. There is no debate. Social selling is here to stay. It’s another tool in the toolbox of the sales professional along with the telephone, E-Mail and […]
Does Your Company Culture Respect the Sales Force?
If we asked this question to most company CEOs and their direct reports, we would expect a resounding yes followed by concrete examples of how their organization respects and supports the field sales force. Perception, however is not always reality. All too often, we hear the following comments being uttered about the sales force by […]
Healthcare Business Acumen: 14 Terms Every Healthcare Sales Professional Should Know!
The business of healthcare is in a constant state of flux. It is never static. There are new reimbursement models being evaluated, new locations for care being designed, new types of technology being developed, new methods of communication between patients and caregivers being implemented and new ways of acquiring equipment and supplies created. This “newness” […]
4 Sales Costs That Are Killing Your Profits
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 customer relations. We believe organizations could improve their financial results […]
Sales Reps: Are You Promotable, Sustainable or Replaceable?
Regardless of tenure or experience, every sales representative is placed in one of three categories by their First Line Sales Manager (FLSM) and senior management. Either your promotable, sustainable or replaceable. Your category is defined by the results you deliver and your perceived value. The results you deliver are typically monthly, quarterly or yearly. Management’s […]
Selling to Healthcare? 10 Terms Every Sales Rep Should Know!
The business of healthcare is in a constant state of flux. It is never static. There are new reimbursement models being evaluated, new locations for care being designed, new types of technology being developed, new methods of communication between patients and caregivers being implemented and new ways of acquiring equipment and supplies created. This “newness” […]
Here is What “No Decision” & “Lost Deals” is Costing You!
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 staggering. Here are some numbers to ponder. These came […]
Seven Fatal Flaws in Qualifying Sales Opportunities
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 the underperformer chases bad business. For the most part, it’s not how hard they work—it’s how smart they […]
12 Reasons Your Best Sales Reps Are Leaving!
Years ago, when one of the authors was in graduate school a professor made the following statement. “There is no bottom line until there is a top line. The key to a top line is hiring and supporting great sales professionals.” It was a profound statement then and it’s still profound today. Great sales professionals […]
Remembering Bob Miller, a Sales Icon, Mentor & Friend!
Our blog this week will be markedly different and brief because yesterday we learned of the passing of Robert B. Miller. It is a sad day for us and the legion of worldwide sales professionals that were trained by him. His pioneering work along with several other industry icons elevated the sales profession worldwide. Bob […]
