Tag Archives: Sales Reps

co-written with John Holland, co-Founder, CustomerCentric Selling Some reflections on lessons we’ve been learning from our buyer-guided approach to business development. First, most folks doing business development aren’t having nearly the success day-to-day that they think they’re having. Buyers are … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Metrics, Process, Productivity, Return on Effort, Sales coaching | Tagged , , , , , , , , , | 4 Comments

As quarter-end approaches, reflections on what we’ve learned recently with implications for next quarter: 1/ ‘WHY’ IS THE KEY TO GAINING ACCESS In general, we’re seeing vendors with a sharply defined WHY gain access to new leads faster, and more … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Metrics, Productivity, Results, Return on Effort, Sales coaching | Tagged , , , , , , | Leave a comment

There is much talk these days of a need for better, deeper, integration of marketing and sales. In my view, it’s desperately needed, but must be done in ways that address the underlying reason why executives are demanding it – … Continue reading

Posted in Conversations, Metrics, Process, Productivity, Return on Effort, Usability | Tagged , , , | 1 Comment

UPDATED NOVEMBER 9, 2013 When we combine the #1 issue for CEOs with today’s economic downturn, what emerges are 12.5 Rules of B2B sales productivity. Each by itself is a path to improved sales productivity. The most productive firms are … Continue reading

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Information can have a dramatic effect on the choices people make. It’s especially true when its relevance is apparent, and it’s available without interrupting user behavior. When this happens, users make much smarter choices than ever before. They acquire a … Continue reading

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It’s typically hard, if not impossible, for a Sales Rep to know when might be the best time to call a new prospect. This means many calls are typically wasted on prospects who either aren’t interested in a call or … Continue reading

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While it’s still early, the market rumblings of the past few weeks are starting to give rise to concerns in B2B sales and marketing circles about the uncertainties that lie ahead. According to a survey just released by LEAPJob, Sales … Continue reading

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Selling business-to-business is time consuming and effort laden. It’s increasingly taking more time and more effort. String together the findings of several industry studies and it becomes clear that something isn’t working. As noted in our just released whitepaper: win … Continue reading

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