Defining a Winning Sales Culture Defining the characteristics of a winning sales culture is very important. Unfortunately, many companies fall short in this area and mandate a revenue or quota objective as the single success characteristic. While increasing sales by 12% in a specific time frame is concrete and easy
What Are The Keys To Creating a Winning Sales Culture? One of the biggest mistakes that many businesses make is failing to invest in developing a formal sales culture. Just hiring the best sales professional and using experienced sales managers only achieves a limited short-term amount of success if the
What Difference Can an Effective Sales Playbook Make? Think about sales “teams” you’ve been around in the past that have not adhered to an established sales playbook. Each salesperson uses their own methodologies and processes and every time they lose a deal to the competition or a no-decision, everyone points
What Is Outsourcing? There are many trends in the sales industry that are taking off. One of these trends is outsourcing specific business functions, particularly sales. Outsourcing is a practice used by companies to reduce costs by transferring portions of work to outside suppliers as opposed to completing it internally.
What You Need To Know About Selling to Large Companies Pulling into the headquarters of a large corporation can be an anxiety-ridden event for the most seasoned sales professional. It can be an overwhelming experience when you know that there is a lot riding on the pitch. There is also