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Home / Archives for Sales

Sales

What About the Forecast?

Dec 10, 2019 By Dave Brock

Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often, we get forecasting wrong. Some observations: We strive for forecast accuracy, but we will never be perfectly accurate. Even the dictionary calls it a prediction or an estimate. Yet we waste a lot of time […]

Filed Under: Sales Activities Tagged With: Meetings, Sales, Trends

And Action!

Nov 22, 2019 By Drew McLellan

It seems simple on the surface. You sell something awesome that people really need and want. In theory, all you should have to do is let them know you’re open to selling it to them, right? And yet we’ve all experienced the frustrating situation of having someone tell us that they genuinely want what we […]

Filed Under: Sales Activities Tagged With: Marketing, Planning, Sales

It Is Always About Execution

Nov 19, 2019 By Dave Brock

I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions. A lot of the discussion has been around sales training programs, new approaches, or new tools that companies have implemented—or tried to implement. I had […]

Filed Under: Sales Activities Tagged With: Sales, Sales Process, Training

Do You Work with The Sales Team?

Nov 15, 2019 By Drew McLellan

Like it or not, whether you work for an agency or client-side marketing department, much of your success is out of your hands. In the “you can lead a horse to water but you can’t make him drink” analogy, it’s your job to lure the horse to the water. But you are depending on the […]

Filed Under: Sales Activities Tagged With: Mistakes, Productivity, Sales

Sales Pipeline: Quantity or Quality?

Nov 12, 2019 By Dave Brock

You probably think this is a trick question, the answer is obvious, isn’t it? Be careful before you respond too quickly…… Now, I’ve got you worried and wondering, particularly long time readers. Many of you would say, Quality. You would be partly right. “Aha,” you think, “It’s both!” You would be partly right. Now you […]

Filed Under: Sales Activities Tagged With: Sales, Sales Process

Sales Coaching, One Size Never Fits All

Nov 5, 2019 By Dave Brock

Too often, our sales coaching, if we do it, really misses the mark. We tend to look at things the same way, coaching our people the same way—when what they really need may be very different. Let me use an example. It is actually based on a real customer situation, but provides a great illustration […]

Filed Under: Sales Activities Tagged With: Coaching, Sales, Team

Sales Performance Improvement, Where to Start

Oct 29, 2019 By Dave Brock

I wrote, “Improving Sales Performance Without Changing How You Sell.” Readers started responding, “This is great, where do we start?” Here are some thoughts: “One size fits all:” Too often, we have a “one size fits all” approach to performance improvement. We focus on one thing, for example prospecting or pipeline coverage, and inflict this on the entire […]

Filed Under: Sales Activities Tagged With: Growth, Sales

Building Your Personal Brand—Again

Oct 22, 2019 By Dave Brock

There’s a lot of discussion about how important it is for salespeople to “build their personal brands.” I’ve written about this topic several times before, even using the same title before. But it’s a topic, as much as I wish would go away, doesn’t. But what does it mean to build our personal brands? Many […]

Filed Under: Relationships Tagged With: Branding, Reputation, Sales

Building on Shaky Foundations

Oct 14, 2019 By Dave Brock

It was an interesting conversation. I was meeting with a very thoughtful sales executive. He was about to make some pretty big investments in training and in technology tools. I asked him why he was making those investments, he replied, “We really need to raise the skills and productivity of the sales people. They aren’t […]

Filed Under: Sales Activities Tagged With: Performance, Sales, Training

Does Your Business Need a Customer Appreciation Strategy?

Oct 8, 2019 By Aaron Lee

It goes without saying that you appreciate your customers. Without them, you wouldn’t have a business to run. But do your customers know how much you appreciate them? It’s easy to get so caught up in the process of generating new leads and prospective customers that you fail to give your existing customers the right […]

Filed Under: Relationships Tagged With: Customer Appreciation, Sales

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