A custom sales infrastructure is the foundation of a sales organization that actually delivers for you in your situation. It’s not the tech stack alone or a list of pipeline stages. It’s the detailed system that allows your people to sell effectively, your leaders to see clearly,...
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If there’s one thing you already know about sales trends, it’s this: Nothing stays still for long. Buyer behavior is constantly evolving. Technology is moving faster than we are reckoning with. And the economy is in constant flux. As a sales leader, you’ve likely already seen your...
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It’s easy to get hyper-focused on improving business and sales skills. After all, that’s what we’re supposed to be focused on – increasing sales, right? But what about personal development? Many salespeople spend time developing their skills around prospecting, closing, presenting, rapport building and networking. If you...
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Let’s assume your sales reps are happy with your leadership and they have a reasonable work/life balance. What’s the most likely next source of employee retention issues? Research shows that not far down the list of reasons for voluntary resignations comes “few growth/advancements opportunities” – at just...
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Do you have a sales pipeline? We’re not joking. It’s a serious question because not everyone has one (that they set up and officially track, at least), and some businesses will say yes, but they’re referring to their sales funnel! It’s important to be sure of the...
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Marketing Misses Sales? Or Marketing Meets Sales? If you think that’s a pretty serious difference, you’re not only right – but underestimating! It’s the difference between the general effect of weak coffee and the powerful kick of a proper caffeine booster to your business when you bring...
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