When customers feel uncertain they hesitate. They can demonstrate a desire and a need to move forward, but they don’t buy. They keep pumping the brakes and delaying purchase decisions until the very last moment. This is just-in-time buying.
Salespeople don’t create demand for your products or services, they serve it. Here is why hiring more salespeople may be the wrong strategy.
Sales performance is an effective indicator of brand performance. Sure, you can look at other metrics like social media engagement or the number of visitors to your website, but all those metrics roll up to one big question. How is marketing moving the sales needle?
“Salespeople drive sales” is a myth. It’s simply untrue. Salespeople service demand, and marketing generates demand. Learn how you can improve sales performance in your organization by generating more demand for your products and services.
Busy work is the antithesis of extraordinary results. The most successful people are the most productive people. Cull the busy work and focus on the one thing that has the most return on your time.
There is no substitute for great sales talent. Experts close deals faster than average salespeople. They make the 2-Call Close possible.
Sales performance is predicated on three variables: Territory, Timing, and Talent. Their impact on your organization is in that order, but the number one predictor of sales performance is the territory.
There used to be a time when selling was a social activity. Sales people tracked their clients’ birthdays and anniversaries, knew their children by name, and fostered deep personal connections. It was a simpler time, it was a happy time. But times have changed. Today...
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