Category Archives: Sales Methodologies

Best Sales Coaching Approach: Flexible or Rigid?

The current conventional wisdom is that the most effective leaders inspire exceptional performance by setting goals and then giving their team autonomy on how to achieve them. Daniel Pink popularized this notion in his book “Drive: The Surprising Truth About What Motivates Us”. He argues that autonomy – the desire to direct our own lives […]

Sales Process 2.0 – The Need for a New Approach

I grew up at Xerox and learned early on that the key to sustainable sales success was the ability to define and execute a repeatable sales process. This lesson was reinforced during stints at Gartner and Symantec. Turns out there is empirical evidence that shows that sales organizations that excel at sales process enablement outperform […]

Is The Challenger Really a New Phenomenon?

The premise of?The Challenger Sale?is that star salespeople engage customers around their business issues and offer fresh ideas for improving financial performance. The Challenger rep stands above all the rest. They crush their competition and their quota. They teach for differentiation, tailor the message, and take control of the conversation. The Corporate Executive Board (CEB) […]

Is Selling Change Management or is Change Management Selling?

Change management is the application of a structured process and tools to enable individuals or groups to transition from a current state to a future state, such that a desired outcome is achieved. This definition from Prosci, the leading researcher in the field of Change Management, captures the essence of this important discipline. Typically, change […]

The (Sales) Checklist Manifesto

What do a heart surgeon, a fighter jet pilot, a structural engineer for a skyscraper, and an enterprise software salesperson have in common? Their jobs are all high stakes, complex, and require orchestration across a large team to achieve a successful outcome. Most saliently, there is little or no room for error and even one […]

Process? We Don?t Need No Stinkin? Process!

Let me first establish that there is a Mount Rushmore-sized mountain of evidence pointing to the substantial impact on performance associated with institutionalizing sales process, but yet, this same research shows, the vast majority of sales organizations fail to do so. When it comes to defining a sales process, what we often see is that […]

Deal Knowledge is Power

Someone recently posted a question to the ?Sales Best Practices? group on LinkedIn asking, ?What is the best way to motivate my salespeople to complete call reports??. It generated a couple of dozen comments ranging from ?that?s part of their job? to ?that?s not what they get paid to do?. It was one of the […]

Why & How to ?Clone? Your Top Performers

Who is your best rep? Wouldn?t you like to clone him or her? If there was ever a time when you needed to clone the behavior of your top salespeople, it?s now. Firstly, your best reps account for the bulk of your business. Studies show that the top 20% of a sales organization generates upward […]

Rethinking Solution Selling

From Mike Griego’s SalesNote blog. With all due respect to Michael Bosworth, author of Solution Selling, it?s time to rethink ?solution selling.? Both the selling world and customer interactions have changed and require adjustments to common selling motions. Besides, after all the books and training over 15 years, try to find one VP of Sales […]

B2B Sales Enablement Trends to Watch in 2012

Here are four important B2B sales enablement trends that we think will gain traction in 2012. 1. Content marketing will take on more significance as a means of engaging prospects, supporting them through their buying process, and differentiating sales organizations to help them win more often. Buyers want to make well-informed purchase decisions. Vendors that […]