Latest Articles
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America’s Sea Change on Racism
Ecosystem analytics are used to detect a rare, dramatic shift in public opinion regarding race. Click here.
Certified Immune (“IMMI”) Salespeople
There are many attributes to a great sales leader, but there is one more critical than most. They can imagine and anticipate how the future may unfold, and then prepare and act accordingly. Their ability and willingness to act with purpose and agility in thinking makes them perfect to lead in turbulent times. I think […]
All-Star Sellers – Born or Taught?
Top Sellers We all love the highly motivated all-star seller who beats his/her goal every year. But for most companies, that’s maybe 10% of your selling population. These sellers find ways to engage their customers with your company, so that the selling part comes easy. You want to nurture these engaged and loyal customers so […]
Coronavirus Will Change Sales and Marketing
The following conversation was conducted between Dr. Philip Kotler and Dr. Karl Hellman (representing Sales Insights) in early April 2020. *** Sales Insights: Professor Kotler, you have written, “When the COVID-19 crisis is over, Capitalism will have moved to a new stage. Consumers will be more thoughtful about what they consume and how much they […]
Make Sales Ops More Impactful Than Top Sales Reps
A fine-tuned sales operations group can be just as crucial to success as a few top-performing sales representatives. This is not to say that sales reps are less important. Rather, a well-functioning sales ops team can have a greater impact on business results than a few really good salespeople. Strong sales ops teams improve the […]
Sales Strategy During COVID-19
There are numerous possible responses by the sales function to the COVID-19 pandemic. Sales executives must formulate a functional strategy as their corporate counterparts do the same. The quick creation of a revised sales strategy not only helps the sales force respond to current realities, but it also lays the foundation for generating critical, frontline […]
Roadblocks Test Your Journey to Success
It is difficult to see the advantage in every situation given the outbreak of the Coronavirus. However, an article in the Washington Post provides a new perspective on how roadblocks test your journey to success. The article states that in 1665, the infamous Bubonic Plague created the need for people to work from home. Isaac […]
Sell Like People Buy
Sixty-three percent of salespeople consistently behave in ways that hinder their performance. They may be following the latest “Sell like me” fad book. Or they may be trying to mimic colleagues. But the study in this HBR article which looked at 800 salespeople’s behaviors and results show they are just guessing about how people buy […]
Too Late to Make 2019 Goals?
I overheard two salespeople talking in the Delta Sky Club last week. First salesperson: “It’s Thanksgiving now. The selling year is over.” Second salesperson: “Yeah. With the holidays, we won’t be closing deals ‘til January.” But just a year ago a company projected it would end the year 12% short of target. The President set […]
10 Mind-Altering Ways to Eliminate Interviewer Bias
Bias permeates the assessment process, but it’s even worse when it comes to interviewing salespeople since even the least best sales reps are great talkers. Every sales manager wants to hire new sales reps who possess the four “A” attributes: Attractive, Affable, Assertive, and Articulate. Unfortunately, having these characteristics doesn’t mean the person is a […]
Build Your Outbound Program Right the First Time
(This article is based on an excerpt from the book by Aaron Ross and Jason Lemkin: From Impossible to Inevitable—Second Edition.) So you want to start an outbound prospecting program, but you’re beginning from scratch. Before you jump in, here are four questions you need to answer for yourself: What’s the right starting model? How long […]