Accountability sucks!

Accountability sucks!

Is accountability necessary? You may feel a need for it, but the reality is you have to have to set expectations, and provide guidelines to ensure it is implemented. I’ve had two conversations recently with senior salespeople who have had…

Cloud vendors increasingly reliant on channel

The shift has occurred as customers turn to the cloud to boost efficiency and productivity More than half of channel executives think distributors will be able to develop or enhance cloud financing programmes thanks to new opportunities arising in the…

3 Types of Questions to Help You Stop Talking and Start Selling

3 Types of Questions to Help You Stop Talking and Start Selling

Too often, sales professionals make one fundamental mistake that could be costing them thousands in commissions. They believe that their job is to sell products or services to clients by explaining why their product is superior. Success in sales (and…

Emotional Buying – You Can't Sell Without It

Emotional Buying – You Can’t Sell Without It

People buy emotionally; we’ve all heard that. But what does it mean? It means that people make buying decisions emotionally; they justify these decisions intellectually. To further understand this concept, it helps to know who is making the decisions and…

26% of British businesses ‘have no protection against cyber attacks’

Although businesses understand the importance of digital innovation, they aren’t prepared for the challenges Almost a third of UK businesses are not sufficiently prepared against a cyber attack, research by software and services provider Advanced has revealed. Additionally, 46% of…

4 Physical & Mental Activities to Strengthen Your Leadership Skills

The best and fastest way to get a better team and better results is to become a better manager. Investing time, money, and energy into building your leadership skills can show a return-on-investment for the rest of your life. Here…

3 Ways to Close the Year with No Stress

As the Holidays approach and the year ends, businesses are preparing for the final push to ensure that their organizations reach their annual sales goals. It can be a time of considerable stress on sales teams and managers trying to…

The Best Sales Call Starts with the End in Mind

The Best Sales Call Starts with the End in Mind

The End. That’s not usually the way to start a story, blog, book, or just about anything. But, it might be the best way to start a sales call. If you don’t start your sales calls with the end in…

What’s in Your Funnel?

What’s in Your Funnel?

Many sales managers ask their sales reps, “What’s in your funnel?” It’s a good question but is it enough to hit the targets? In a past life when I managed several reps it was always a challenge to understand what…

7 Steps to Develop a Successful Business Plan

Most people who spend a little time searching on the Internet or in a bookstore can quickly find a guide on how to write a business plan. However, just following these templates doesn’t guarantee that the business plan produce will…