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So far admin has created 38 blog entries.

Want to Beat Your 2019 Target?

Hitting target from one year to the next is never a guarantee. Even if you had an amazing 2018, beating expectations; chances are, your 2019 targets are going to be even more ambitious. And if you’ve not had a great year, missing target one or more quarters, or even the [...]

By | 2019-05-07T14:56:18+00:00 May 2nd, 2019|Sales visits|

Does Sales Enablement Really Support Sales Teams?

Since 2008, Sales Enablement (SE) has emerged as a business function and micro-industry supporting sales teams. It was known as sales support; however, in this expanded role, SE includes marketing functions, tools, technology and training. Whilst you’ve heard of the term, “sales enablement”, you may wonder exactly what it means? [...]

By | 2019-05-07T14:52:23+00:00 May 2nd, 2019|Sales training|

Have We Got Pipeline Management All Wrong?

Salespeople, including managers, tend to measure sales performance success based on the actions we take. What have we done today? How many calls have we made? How many meetings? How much have we done? Actions — inputs — over outputs are valid and important measures of success. If we don’t make calls, have meetings and [...]

By | 2019-05-07T14:49:54+00:00 May 2nd, 2019|Sales training, Sales visits|

How Do I Get My Sales Team To Use Customer Data?

People are lazy. If we can find a shortcut, get something done quicker and achieve a result without expending more effort than needed, we are going to find a way. It’s human nature. Sales people are no different. Unfortunately, this means organisations are investing in software — particularly CRM systems — that sales teams aren’t [...]

By | 2019-05-07T14:48:43+00:00 May 2nd, 2019|Sales visits|

Are You Wasting Your Sales Training Budget?

Sales training is a multi-billion dollar industry. And yet, time and again, we hear and read the same shocking statistic: 90 percent of sales training has a short shelf-life — the impact only lasts 90 days. Sales training isn’t cheap, either. With organisations such as Mercuri, Sandler Training and Huthwaite International (now part [...]

By | 2019-05-07T14:47:40+00:00 May 2nd, 2019|Sales visits|

Are You Gambling on a CRM Solving Your Sales Challenges?

Sales and marketing face the same challenges: Get more customers and increase how much they spend. Customer Relationship Management (CRM) software is sold as a silver bullet, the answer to every sales and marketing challenge. But high failure rates 40–70% and usage ranging from 18% to 80% tell another story. [...]

By | 2019-05-07T14:46:40+00:00 May 2nd, 2019|Sales visits|

6 Bad Sales Management Practices That Can Be Improved

Sales people don’t always deliver the expected results. At times, they need a kick up the backside. Poor performance might be temporary, in which case, a sales rep will normally get back on track. However, there are other situations when poor performance is clearly rooted more deeply in the company culture [...]

By | 2019-05-07T13:46:08+00:00 May 2nd, 2019|Sales visits|