There’s some new research out that says for the second year in a row, many salespeople aren’t hitting their numbers. CSO Insights, the research division of Miller Heiman Group, recently released their Annual Sales Performance Study, “Selling in the Age of Ceaseless Change,” and it showed that only 53% made quotas in 2018. Why Sales […]
46% of Salespeople Missed Their Quota in 2018 – Here’s Why Read More »
Do you know why a lot of businesses fail? It’s not because of poor products or service or bad accounting. Most small businesses don’t survive past five years because of the lack of sales. As your business starts to grow, you start looking for people who will push your products. Finding and hiring salespeople is
4 Ways to Identify Talented Salespeople for Your Business Read More »
Most B2B buyers have a positive view of B2B vendors but don’t think salespeople generally exceed expectations, according to recent research from the Miller Heiman Group. The report was based on data from a global survey of 500 B2B buyers who work for companies with $250 million or more in annual revenue and who make purchases
B2B Buyers vs. B2B Salespeople: Views and Perceptions Read More »
Free-Photos / Pixabay Enablement is one of those $100 words as you read anything in the sales and marketing literature. There’s lots of discussion around “Sales Enablement.” In fact, there’s even the Sales Enablement Society, which actually is doing some good work in discussing hot issues in enablement. The concepts of enabling our salespeople aren’t
How do you know what needs to be changed in your sales process when things aren’t turning out the way you want? If you have a sales mentor, they can offer you some guidance. But, if you don’t have a mentor, you’ll need to figure out on your own how to get back on track. If you think
3 Ways Salespeople Can Get Their Selling Back on Track Read More »
The gig economy is in full swing. As of November 2017, 15.8% of Americans were employed in “alternative work” as independent contractors, contract firm workers, on-call workers, or temporary help. Many of these make a full living relying solely on gig-based work. There are arguments for and against the gig economy, with positive economic effects
This New Sales Platform Allows Salespeople to Join Today’s Gig Economy Read More »
Only 53 percent of salespeople made their quota in 2017 according to The Miller Heiman Group and CSO Insights “2017 World-Class Sales Practices Study”. This was across the board regardless of company size, industry and location. But obviously if your small business employees a sales team, you should examine their numbers to see whether they
Are you leveraging Google Chrome extensions when prospecting? A few good browser extensions can go a long way, and can make a huge difference to the whole process. The right extensions can make you more productive, help you find quality prospects more easily, and enable you to spend less time doing it, so you can
9 of the Best Chrome Browser Extensions for Salespeople Read More »
What do you do if a customer brings up a controversial topic that could cause you to lose your cool? You need to keep your cool because you don’t want to risk losing your customer. There are ways to make sure the conversation always stays civil. Here’s how. 1. Don’t take the bait Yes, you
Navigating Difficult Conversations With Customers: 3 Tactics for Salespeople Read More »
I believe in volunteering. Not only is volunteering good for the nonprofit organization, but it is also good for the volunteer. And if you’re involved in sales, volunteering is another way to help you with your selling. It’s important to recognize, though, that not all nonprofit organizations are worth your time. Here are my recommendations for
