Make sales professionals more efficient by identifying time-wasting, non-selling activities and offloading them to support staff. When asked what trends and issues sales professionals face, Jill Konrath, said they will continually struggle to deal with increasingly complex sales processes and decisions, the demand from buyers to...
You may have heard a recent news story about a man who ran the entire Boston marathon while juggling. (His name is Michael Bergeron if you want to look him up.) Now, you might ask yourself, “Isn’t running a marathon hard enough? That sort of...
It’s not uncommon for companies to have several account managers looking after clients in a related field. In fact, the best time to bring in a Sales Acceleration specialist is when companies have vertical accounts. That’s because, while each account manager’s individual customers is unique,...
The reason that sales productivity initiatives don’t always translate to more deals, is that there’s not enough focus on finishing the sale. Someone needs to pull together the pricing, legal and technical inputs – and the people who will be supplying the inputs....