In optimizing your company’s ability to effectively market to, sell to, and service customers in the global economy, selling through channel partners needs to be at least part of the discussion, if not a critical part of the success equation. Take the technology industry as...

About this time of year, just like clockwork, the phone starts ringing with sales executives wanting to discuss ways to optimize sales effectiveness. The driving force behind this trend is that companies are starting to look ahead to next year’s projected sales objectives, which are...

When I was recently in San Francisco, with 170,000 of my closest friends attending Dreamforce, I ran into Dr. Robert Peterson, White Lodging Professor of Sales at Northern Illinois University’s College of Business. Talking to Robert made me flashback to the start of my own...

I totally understand that sales is an imprecise discipline. But one thing I do have an issue with is forecast accuracy; or better said, “forecast inaccuracy.” On a regular basis, sales professionals go through the process of reviewing the opportunities in their pipeline and select the ones...

The premise for the formula is that any time you want to inject change into an organization, which sales transformation clearly qualifies as, you have the potential of encountering the R in the formula, which stands for Resistance. I have long disliked the assumption that...

My CRM Magazine column, Two Methods for Sales Training Reinforcement We Are Not Using, received a lot of feedback and comments. Clearly many sales organizations realize that they have issues with sales training reinforcement and are looking for ways to overcome that challenge.A number of...

Having taken part in numerous Sales 2.0 conferences, the focus is often on how buying has changed, and with it the need to change how companies sell. But the majority of the concepts presented regarding what Sales 2.0 looks like are concerned with how salespeople...

As sales organizations mature, they inevitably decide to segment their customer base. In this blog, we’ll define customer segmentation as categorizing clients/prospects into groups with similar characteristics.Customer segmentation, in theory, allows the sales team to focus more precisely on discrete parts of the client base....