Month: May 2016

Great sales leaders

Every salesperson knows the quality of their sales manager will have a profound impact on their own success. A recent study by Harvard Business Review supports this point. Sixty-nine percent of salespeople who exceeded their annual quota rated their sales manager as being excellent or above average. In addition, the quality of the sales organization is directly …

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The Customer Decision Journey

The past 10 years has seen traditional selling change substantially. This is reflected in how new business is now generated and how and when professional sales people engaged with buyers. Marketing has always sought those moments, or touch points, when consumers are open to influence. For years, touch points have been understood through the metaphor …

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B2B Salesperson

“Death of a B2B Salesperson,” A recent report by Forrester Research, found that by a factor of 3 to 1, B2B buyers want to self-educate themselves by going to sellers’ websites to learn about offerings. The majority of buyers prefer to make purchases online. Despite this shift, many sellers continue to force customers to deal …

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