What exactly is a sales target? It is an objective set for a particular sales rep or sales department, usually reflecting units sold or revenue over a specific time period. A sales target keeps sales management and the sales team focused on goal achievement. But did you know that there are several different types of ... Read More
Selling is most likely the most dynamic activity in any company. Its many moving parts often make it reactionary, frenetic and chaotic. But in this infographic, based on the ebook of the same name, John Golden makes a powerful case that that it doesn’t have to be that way. John points out that in pretty ... Read More
At the end of every episode of our bi-weekly SalesChat series, we like to ask our experts for their power tip to start the day and set themselves up for success. This slideshare is a collection of those great tips. Enjoy! And make sure to check out SalesChats, a fast-paced (no more than 30 minutes) multi-media ... Start a slideshow
Clearly the traditional view of Marketing–simply being a lead generation engine, focused at the top of funnel–no longer holds true. Marketing has a rapidly evolving role that takes it much deeper into the buying process than ever before. Neil Rackham defines it like this: “The role of marketing in the consultative problem-solving sales is around ... Read More
Without confidence you are twice defeated in the race of life – Marcus Garvey Confidence comes from clarity of thought. It comes from self-reflection and self-awareness, and also often comes from painful lessons learned. Confidence transmits itself quietly–not with bluster and noise but with an inner calm. Still waters run deep, and confidence built on ... Read More
1. Your company’s Go-To-Market strategy is understood by your sales team. 2. Instead of staying at the back end of the pipeline frantically trying to get deals closed, most of your time is spent at the front end helping qualify early-stage opportunities. 3. Your company has evolved and clearly defined an ideal target customer profile, ... Read More
There has been so much talk about Social Selling and what that means to Salespeople but there has been precious little attention given to the impact on Sales Managers. Finally here is an ebook that provides practical advice on how best to approach and adopt Social Selling with your sales team. Read More
John Golden spoke at the Sales POP! & Pipeliner CRM Power Breakfast in Santa Monica on May 4th 2017. In today’s networked world, who you are and what you project is almost as important as what you sell. Are you giving yourself every advantage in this ever competitive market by putting the best version of ... Play video
Excerpted from the book Social Upheaval: How to win @ Social Selling Now, I know that many salespeople will balk at the very thought of being content creators. Many find writing difficult, if not almost impossible. The confidence many have in their oral skills evaporates the moment they are required to transfer their thoughts to ... Read More
12-step Checklist to Help You Create Your Own Custom Sales Pipeline. The Benefits of Building your Sales Pipeline from the Ground Up Here’s a comprehensive list of sales pipeline checklist items. Whether you run a small or large sales team— or are a contributor yourself, you’ll love this guide. Totally actionable; use it to make ... Read More
Henry Ford once remarked, “A business absolutely devoted to service will have only one worry about profits. They will be embarrassingly large.” It must be true given the sheer number of case studies and books that have been written on the subject. It seems that for a great many businesses, exceptional service has been a ... Read More
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