Too many times CEOs and business leaders separate overarching principles of life from how they run their businesses. I don’t see it that way. The very same principles we use for personal development and parenting apply directly to how we approach our business lives and working with co-workers. Refer to the picture above that lists […]
Research shows that one of the most critical roles a sales manager plays is in the coaching of the sales team. Even though most sales managers would support this assertion, few would claim they are able to devote enough time to the practice.
CSO Insights sales Best Practice Study is in full swing. Don’t miss out on your chance to participate.
Workshop Information Comprehensive Strategy for Complex Sales Strategic Selling® helps organizations and individuals develop comprehensive strategies to win sales opportunities. Participants develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer’s organization.
The playing fields of the sales world have been flattened. Powerful economic forces—from outsourcing and offshoring, to workflow software and the Internet—have reduced the costs of entry to where almost anybody can play. The consequences? This easier entry has resulted in the commoditization of all goods and services. We hear from our clients that it’s
Each face-to-face interaction with potential clients should be managed to move an opportunity forward. Not knowing what to ask the customer is one reason why customers stop agreeing to schedule time, and opportunities are ultimately lost. An inability to engage in—and, indeed, initiate—customer conversations is a tell-tale sign of lack of commitment and preparation. It
For the 8th consecutive year, Miller Heiman has conducted its Sales Best Practices Study of senior leaders, sales leaders, and sales professionals (over 25,000 international respondents to date). The purpose of the survey is to uncover and evaluate the best selling practices of the most successful companies. I invite you to compare the activities of your sales organization
Making the most of the time you have invested in a MHI Global public workshop is one of the most impactful things you can do to improve your sales results in the coming months. It’s probably been a week or so since you have attended the course and are already starting to forget some of