Sales

  • Stop talking about sales: Create a revenue strategy

    Stop talking about sales: Create a revenue strategy

    Stop talking about sales, selling, sales people and how they need to get better, learn to close, improve their prospecting and live up to their quotas with a revenue strategy. In many organizations, the sales people are some of the most skilled people in the organization. They already are good at their jobs. A lot of

  • Rethinking sales activity management

    Rethinking sales activity management

    I’ve never liked sales activity “point systems.”  I’ve always looked at them as a crutch for management that couldn’t simply lay out a road map for salespeople to succeed.  I still think I’m partially right, but I also think that the ever-changing world of sales may require my own viewpoint to evolve. It is getting

  • Does your sales organization train like a garbage company?

    Does your sales organization train like a garbage company?

    Verne Harnish has a great new book, Scaling Up, where many examples of best practices are discussed on how to scale your business rapidly and profitably. Of course, Chapter Five, which focuses on training and on-boarding, really grabbed my attention. Harnish shares stories of several companies using training and development as their competitive weapon to

  • Is failure really not an option?

    Is failure really not an option?

    We’ve all heard the phrase, “You learn more from your failures than successes.” Now, let’s apply the emotional intelligence skill of reality testing. Companies and sales organizations don’t really believe that statement. How do I know? Walk into an office and you will find a success wall filled with plaques such as vendor of the

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