Last July, Accenture released a report called "Connecting the Dots on Sales Performance" which drew some conclusions from a study on that they conducted on sales performance optimization. The top priorities were: 1. Increase sales effectiveness. 2. Increase revenue. The bottom of the list included increasing renewals, reducing sell cycle time, and optimizing lead g … [Read more...] about The Accenture Sales Performance Study: Sales Effectiveness Gets Some Respect
The number of social networks is quickly expanding and gaining momentum in most professions. Your marketers are getting social, but what about your sales team? Come to think of it – haven’t sales people always been social? But are they doing it right? In today’s social sphere, more B2B customers are accessing information and interacting with products and services via social med … [Read more...] about Is Your Sales Team Using Social Media Effectively?
Ed. - Dr. Richard Ruff holds a Ph.D. in Organizational Psychology and has spent the last thirty years designing and managing large-scale sales training projects for Fortune 1000 companies. He is the co-author of three books and developed a new generation of sales training programs called Sales Momentum. In 2011 he launched a new company – Sales Horizons - to create sales t … [Read more...] about Sales Paradox – Sales Reps Don’t Use Stuff That Works
Originally published December 12, 2012. We’re re-publishing it now because we’re taking the day off, as you probably are, as well. But we’re sales professionals, and that means not even New Year’s Day can keep us from thinking about the next win. Since there are no customers to call, do the next best thing and make yourself better. Understanding the language of sales, like und … [Read more...] about The Language of Sales
Understanding the language of sales, like understanding any other language, is essential for effective communication. For all of us applying technology to the practice of selling, language is even more important because technology relies more and more on computers and other smart devices. But “smart” is a misnomer — these devices aren’t smart, they’re programmed. And that makes … [Read more...] about The Language of Sales