Categories: Sales Kickoff | Sales Process
First-line managers, more often than not, are the linchpin to whether a sales enablement initiative sticks or falls by the wayside. If your managers see how invested you are in the change initiative’s success, they’ll see the importance of driving long-term reinforcement and adoption. To get managers to put in the work required to drive results, 30, 60, 90 days after the launch of your initiative, you’ve got to put in the work 30, 60, 90 days before the launch of your initiative. Here’s how you can get your managers on board and equipped to move the needle.
Share
Categories: MEDDICC
Over the past few months new challenges may have forced the need for changes and shifts in your sales process. As you consider ways to help reps faster qualify opportunities, improve forecast accuracy, and increase win rates, make sure you’re looking beyond the process.
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Sales Training Initiative | Sales Transformation
Right now, sales leaders around the globe are trying to determine what is the best course of action for their sales teams. Perhaps they planned a training initiative that they put on hold or they’re waiting to roll out a new solution to their buyers, and they’re trying to wait for the right time to start ramping up their sales team on the new strategy.
Share
Categories: Sales Leadership
At the start of 2018, I was in a place of reflection. I had lost two very important family members, a few friends and it sparked a few thoughts for me. I ended up posting it on my LinkedIn profile. It received a lot of comments, as it clearly resonated with my network. So this year, I wanted to build on that perspective, as I think many of you are in a place right now where you are charged with leading an organization to great success.
Share
Categories: Sales Conversation
Many of our Command of the Message® alumni use the phrase "The Mantra”. The Mantra is a saying that we use to ensure the sales team is aligned to the buyer around their current state, what they're trying to achieve with a solution (Positive Business Outcomes) and what's required to get there (Required Capabilities).
Share
Categories: Sales Leadership | Sales Transformation
If you're looking to increase revenue, one of the fastest ways to do it is to improve the relationship between your managers and sellers. Making that link more effective, resourceful and aligned will pay back with significant results. We work with managers extensively in our Manager Coaching deliveries and those curriculums are based on a few basic tenets that you can apply to your own organization.
Share
