Two weeks ago, I wrote about bad sales email habits, using an example of a prospecting email approach that was set up to fail. I made a couple of recommendations on how sales enablement and sales managers can significantly improve the quality of prospecting emails.I...

How many bad sales emails do you receive every week? How many of those do you delete immediately? How do you feel about it? Neutral, annoyed, or even angry? Or did you get used to it and developed a mechanism to move them in the...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “Our culture supports continuous development of salespeople and sales leaders.”Culture matters. A lot. Your organization’s culture is not only eating strategy...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “Our salespeople consistently and effectively communicate appropriate value messages that are aligned to our customers’ and prospects’ needs.”Effective value messaging is...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “We effectively collect and share best practices across our sales and service organizations.”“The more we share, the more we have.” ̶ Leonard...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “Our sales managers are held accountable for the effective use of sales tools and resources by the sales force.”Sales managers have...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today's best practice: “Our salespeople consistently and effectively articulate a solution that is aligned to the customer's needs.”In professional selling, we have come...