Regular readers know I’m a baseball guy but that doesn’t mean I ignore football. Sunday, the New England Patriots needed 30 points to win their game over the . . . by
Dave Kurlan on Top Sales World
If we shift to a “pull” strategy, I feel we will have a much higher close ratio and, better yet, do it with a higher margin. The “push” and “pull” concept has been key to marketing for years. When we say “pull,” it refers to creating incentives at the customer level that . . . by
Mark Hunter on
Top Sales World
It’s time to get your thinking cap out again. I’m here to stretch you out of your comfort zone so you can see things in new ways. Today we’re going to look at your very best customer – the one you love working with and . . . by
Jill Konrath on
Top Sales World
If there were a Hall of Fame for salespeople, and you closed 30% of your deals, you would be a candidate. Forty percent close rate is a sure first ballot entry and at fifty percent they would dedicate a wing to you. . . by
Jonathan London on
Top Sales World
Success is based 50% on talent and 50% on performance conditions. As you plan for 2014, are you investing enough in both? Your people will need new capabilities to thrive in a changing market. The comp plan must incentivize the right . . . by
Sales Benchmark Index on
Top Sales Management
In the words of Chester L. Karrass,
‘In business, you don’t get what you deserve, you get what you negotiate.‘ and how true that is. . . . by
Jonathan Farrington on
Top Sales Management
Effective
sales managers are able to adapt their coaching approach to the needs of each salesperson on their team. And to do that effectively it’s important for coaches to understand the stages of development, or what is commonly referred to as . . . by
Kevin Davis on
Top Sales Management
More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities. Increasingly, company and sales leaders are turning to coaching as a solution. . . . by
Mike Schultz on
Top Sales Management
When bosses are asked what they’re looking for in an employee, most of them put “leadership ability” near the top of the list. With all due respect, this is not the best idea. . . by
Geoffrey James on
Top Sales Management
Through a serendipitous turn of events, I attended yesterday’s The Visit 2013 with His Holiness the Dalai Lama. It was my first experience hearing the Dalai Lama speak. A couple of years ago, I read his book Beyond Religion: Ethics for a Whole World, but I had not . . . by
Barb Giamanco on
Top Sales Management
