Hey, sales VPs, can your people answer these three basic questions?
Hey, sales VPs, can your people answer these three basic questions? "I never plan, that way failure comes as a complete surprise and I haven't spent countless hours worrying." I'm not sure if anyone actually said those words, but I certainly have heard that sentiment...
Why you need a sales system
Sales is a complicated topic with lots of moving parts. Being able to make sense of those parts, and maximizing the efficiency and effectiveness of each of those parts is essential. A “Sales System” is nothing more than a way to organize the pieces of your sales...
How to justify no growth as superior performance by your sales team
Most would argue that a no-growth sales performance would indicate that the sales team isn't doing a very good job. Let me explain a bit about some metrics that might be of interest to you. The question boils down to how you generate leads and your performance in...
Problems we solve – Our forecasting is awful!
A sure key to losing credibility for a sales vice president is to forecast poorly. Here are some thoughts on how forecasting can be improved.
Why golf is like selling…
Those of you who know me know that I am an avid golfer. While I am not the best golfer in the world, I'm not bad. Recently, I had an epiphany on the putting green. Here's what happened... I had a tricky twelve footer or so, downhill with a left to right break. I...
Sales keys for the “Operationally Excellent” companies
This is the third installment in my series of blogs about the implications on sales of Tracey and Weirsma’s great book “The Wisdom of Market Leaders”. Last week we talked about companies who compete based upon “Product Leadership” (see below) and today we’re going...
Sales leaders, here are keys for the “customer intimate” sales force
If you choose to compete on “customer intimacy” here are some key things to prepare for. Sales lessons for companies. Use these in your sales training
Your target market is smaller than you think!
Choosing target markets and market segmentation have always intrigued me. Although there are many ways to think of it, I had an epiphany as I reread one of the classic strategy books over the weekend
Three reasons sales forecasting is more important than you think.
As a sales leader, you know the importance of forecasting. Management needs to know how much revenue you will attain in the next week, month, quarter or year. But, my guess is that it’s more important than you think. Here are three reasons why it’s probably more important than you think.
Welcome to the new BetterSell Solutions website and blog
Welcome to the new BetterSell Solutions website and blog. For those of you who know us, you know that we always have a lot to say, and here's were we intend to say it. Stay tuned for some good stuff! Bob