Is a failed product launch sales’ or sales enablement’s fault? The weeks since your big product launch initiative have turned to months. As the one-year mark looms ever closer reality begins to sink in. Sales are flat, revenue is sluggish, and your worst fears are being realized—you’re looking at another failed product launch. As your…
Google observed and analyzed 10,000 manager interactions and found out what makes a good sales manager. Google is the gold standard when it comes to using data-driven insights to make decisions. Constantly on the lookout for ways to optimize their business based on data, Google executives wanted to find out if there was a way…
Activate Your Sales Managers To Start Converting More Qualified Opportunities Into Revenue. Tweet this: Qualified opportunities are the lifeblood of your company’s existence. The dirty secret of most sales organizations is that many qualified opportunities are wasted by sales organizations that are relying on ad hoc management processes. Sales leaders in these organizations are living…
Recording sales calls doesn’t have to be a legal drama with this common sense approach. When recording sales calls, it is always a good idea to tell the person on the other line that the call is being recorded. This is not just for legal reasons, it’s also about building (or maintaining) trust and rapport.…
Developing Frontline Sales Manager Effectiveness: Coaches Need Coaching, Too In Part 1 of this “reflection,” I was trying to better understand the pain points of a dissatisfied customer, and I realized that our initial solution — a video practice platform designed to get sellers to watch an “example” of what good looks like, practice, and…
Moving Beyond Rep Development: Learning as We Go “Joel is definitely not renewing this relationship” was a recent note I received from a key contact at…ahem…a customer who is now tagged in our customer success application as “Severe Risk”. I’ve been the CEO of CommercialTribe since we founded the company three years ago. And while…
Last week –– along with 3000 other marketing and sales professionals –– I descended upon the Gaylord Opryland Hotel in Nashville, Tennessee for the 11th annual SiriusDecisions Summit. In addition to making incredible connections with key customers, having insightful conversations with SiriusDecisions Analysts, and networking with sales and marketing leaders at the Summit, I was…
In Part 1, I reviewed the idea of efficiency vs. efficacy in sales training, and many of the situations that challenging rep performance and ability. In Part 2, I covered the idea of the Learning Cycles approach to sales training, and Certify to Fly – a model for ensuring learning sticks before, during, and after…
Bringing structure to your sales training improves seller efficacy In a follow-up to Part 1 – a profile of efficiency vs. efficacy in sales training – we suggested a framework to help bring structure to sales training. Here, I’ll share that framework, and answer a key question: “how do you make sales training stick?” Given…
The dominant theme to this year’s Conversations that Win Conference was made clear on the main event of Day 2: a trip to Alcatraz and a tour of the infamous prison. The now beautiful historic park, and site of one of the most intolerable places in US history, had an underlying message that Corporate Visions…