“Sales in 2015 is a scientific process, not a random jumble of elements that somehow come together and form a successful deal.“ IMHO, a very astute observation. Along with a few other pithy insights. Read this! Good stuff.
Yes. An 8-12% annual, incremental improvement is effective sales capacity is possible. It takes some work. And focus. And discipline. And tenacity. But it’s doable. Here are a few thoughts on how to make it happen:
Had lunch with a past client last week – a VP of Sales. I had worked with him and his company on a Sales Process Engineering project over the course of 21 months. We use a “teach ’em how to fish” approach, with “18 months or so” as the duration of The YPS Group’s active […]
Before I make the serious point (which by the way has to do with your reputation), I’ve got to share the chuckle that led me to write this… P. T. Barnum’s executive assistant once asked the master showman that if a sucker was born only once every minute, where did all the rest of them […]
Ever have a customer tell you some version of, “You don’t understand, we’re different?” You respond, I’m sure, with some version of, “Of course, your organization is unique, that’s why I would like to understand more about how you handle the XYZ issue here.” What you really want to say (and which is accurate!) is, […]