Empathy

Design thinking has highlighted how important empathy is with the end user in designing a product. The same can be said when thinking about your marketing and sales effort: think through how the recipient of your email, blog, call or presentation thinks. What matters to her? What constraints does ... [Continue Reading]

Selling Across Cultures

Your sales challenge is big enough: how do you engage folks in a conversation that will lead to a sale. Imagine doing so across 12 time zones, a couple of oceans, in a second language and from another culture. I just had a call with a South Asian client about how to reach American targets to talk ... [Continue Reading]

Shorten That Sales Cycle!

This is a demand you'll hear from your CEO regularly. The sad truth is that there isn't a whole lot you can do to shorten the sales cycle of a new technology. People take time to absorb information and to measure the risks they are willing to take: all this figures into the time it takes to sell ... [Continue Reading]

The Hybrid Salesperson

Your mostly likely sales hire will be a hybrid salesperson - someone that has enterprise skills, can close bigger deals, run her own demos and draft her own proposals but does most business over the phone and via webinar. She will not travel more than 20% of the time. ... [Continue Reading]

Sales Methodologies Are All Wrong

Sales methodologies are a great thing and come and go in popularity.  Certainly, their structure and steps enable you to train a sales team and band them together around a common terminology and process. But none of them fit perfectly and trying to pound a square opportunity into a round hole can be ... [Continue Reading]

Relationships Matter

Paradoxically, the web and all the information, tools and insights associated with it, has made relationships more, not less important than ever. Your sales team needs to be adept and initiating and growing connections with prospects. ... [Continue Reading]

Checklists

I like to use a Google sheet to track items at recurring meeting - e.g. a weekly sales meeting. As you cover each item, you note what you've done. You can rank items and sort them each week, and add a new column for each new week so that you never erase notes you've made and have a running history ... [Continue Reading]

The Sales Continuum – From Concept to Commodity

Most sales take place along a continuum, with high concept "This solves a problem you didn't even know you have" to commodities, the latter being well known by the prospect and most of the sale focused on need, price and terms.     ... [Continue Reading]

Calling Metrics

As you scale your sales team, consider tracking only two calling metrics for your inside sales team: outbound call volume and average call duration. This can be done through most VOIP phone systems. ... [Continue Reading]

Forecasting

Forecasting is more art than science, start simple: Salesforce's forecasting tool is, remarkably, pretty straightforward to use. ... [Continue Reading]