- 08 Jun
6 Essential Rules of Sales Negotiation
When watching sellers negotiate, perhaps the easiest things to see are the mistakes. Having now spent two decades studying sales negotiation, observing negotiations, and coaching and training sellers to negotiate, we've distilled the common areas that the best sales negotiators consistently get right.
Here are the six essential rules of sales negotiation:
- 08 Jun
5 Sales Strategies for When Buyers Go Cold
After three months of talking and promises of moving forward, your fully qualified, enthusiastic champion is ready to pull the trigger. You send them a proposal and…silence.
It's frustrating when buyers go cold. Whether late in the process or after one good meeting, most sellers at least want to hear, "No," or, "Here's what happened," or, "I'm still interested, but something happened…"
Unfortunately, sellers often don't get the high sign from buyers, just the cold shoulder.
- 13 Apr
How to Align Your Sales Team Around Metrics
A lot of sales leaders like to talk the sales metrics talk. But do they walk the metrics walk?
What I mean is, it’s easy to say you’re metrics-driven and track numbers for your sales organization. However, that doesn’t innately mean your reps are aligned around those metrics.
- 13 Apr
5 Common Sales Coaching Mistakes You Should Avoid
It doesn’t take a sports fanatic to know that a good coach is an invaluable asset.
Just look at the NFL, America’s most popular professional sports league, where the average NFL coach makes $3.25 million a year with two coaches topping the list at $8 million a year.
The same goes for college athletics where 71 of the 128 Division I football coaches (55 percent) make north of seven figures a season.
- 09 Mar
How Sales Enablement Can Help Close More Deals
Your Sales Enablement strategy needs to encompass different modalities and tactics to improve effectiveness. Win/Loss interviews must be one of them.
- 09 Mar
Leveraging AI for Sales & Marketing - Beyond The Hype
The hype around AI technology is at all-time high, with the market forecasted to reach $37 billion by 2025. In sales and marketing, the potential for 10x conversion rates and accelerated growth from AI-driven predictive analytics is enticing. But what’s really possible and what’s still in the distant future?
- 08 Mar
How to Hire Motivated Salespeople
If there’s one challenge all sales leaders can identify with, no matter how different the industry or deal size, it’s staffing. With average YOY turnover at more than 25% and with the cost of replacing an inside sales employee starting at $75,000 (with some B2B replacement costs breaking the $1M mark), this isn’t just a pervasive challenge. It’s an expensive challenge.
- 06 Mar
Hales on Sales: 8 Sales Trends That will Drive Success in 2017
Abraham Lincoln once said: ‘If I had nine hours to chop down a tree, I would spend the first six sharpening my axe.’
Funnily enough, despite living in a culture of change, this sentiment remains as true today as it was in the 19th Century, even if axe-sharpening has moved on!
Preparedness is key to success. The New Year is coming. Everyone is looking forward to starting anew. Many are happy that 2016 is almost over for numerous reasons, but that’s another story!
- 08 Feb
What Sales Metrics Should You Track?
"What gets measured gets managed."
– Peter Drucker
Only when you have a good sense of what's going on in your organization can you decide which buttons to push to make the greatest improvements. Even small efforts to track key sales metrics can quickly drive better results.
Yet many organizations fail on this account. In their recent benchmark report, Hubspot found that 74% of companies who were falling short of their goals weren't tracking their lead or sales opportunity numbers.1
- 08 Feb
10 Ways to Improve Your Networking Skills