Sales Transformation

What is “Sales Transformation” and Why Should You Care?

Seven Strategies to Accelerate Revenue Growth In its most basic form, Sales Transformation is ensuring you have equipped your sales team with the best skills, tools and sales infrastructure to enable successful and profitable sales campaigns. According to Wikipedia, sales transformation is a form of change management—realigning how assets and people are used to restructure a […]

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Overhead View Of Two Businessmen Having Meeting In Office Lobby

Don’t Focus on Your Product…Create Compelling Conversations

Your product is about you, and your client does not care about you, they care about improving their business outcomes. The critical focus should be on the quality of the conversations. Are the conversations respectful, intellectual, valuable, filled with new creative ideas, authentic, and thought provoking? Or are they directive, guarded, calculated, and non-engaging, addressing […]

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You Have to Kiss a Lot of Frogs…to Find the Right Sales Rep

A recent Manpower study revealed that the most difficult position to fill is a Sales Representative and that is especially true in 2017. Why is finding top performing sales talent so tough? When recruiting the best salespeople, it is all about the details. Your “gut feeling” about an applicant is no guarantee of success. Carefully […]

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Lessons Learned in Four Decades of Sales Forecasting

To say that forecasting is the bane of existence of most sales people, managers and leaders is a bit of an understatement. In working with sales organizations worldwide, it seems as though more time is spent in forecast meetings than actually meeting with clients and prospects! For most sales reps, the choice between working on […]

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Don’t Focus on the Sales Process … Create Challenging Conversations

What conversations do your sales teams have today? Odd question – perhaps, but perhaps not. How well do we listen to the conversations our sales organizations have with prospects and clients? Are the conversations respectful, intellectual, valuable, filled with new creative ideas, authentic, and thought provoking? Or are they directive, guarded, calculated, and non-engaging, addressing […]

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