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Sales Rules: How Can I Sell Better?

Compensating our sales folks
Thursday, 14 Jul, 2011
Compensating our sales folks

A recent client is an international B2B company with a very non-optimal – but not unusual – way of compensating their sales folks.
They split the sales team into an Inside Sales group that makes appointments, and Corporate and Field Sales teams to close them. The structure, as well as the compensation, promotes failure: Inside Sales is paid per appointment (with a tendency to […]

Where does the buy-cycle start?
Wednesday, 29 Jun, 2011
Where does the buy-cycle start?

The buy-cycle begins with one person with an idea – a recognition that things could be better. Whether from a discussion with a salesperson, idea from an article, or just the exasperation of an every-day issue, one person starts the journey toward a purchase – and meanders, falters, through all of the change management issues that […]

A technology case study: implementing what the customer wants
Friday, 24 Jun, 2011
A technology case study: implementing what the customer wants

In order for any change to occur – whether it’s a decision to purchase a product, or an implementation to add new technology – whatever touches the ultimate solution must buy-in to the change.
Often our focus is on getting the end-result we think we want. We forget that without buy-in from the necessary  people and policies that maintain the status quo, we face the […]

What are we paying our sales folks to do?
Wednesday, 22 Jun, 2011
What are we paying our sales folks to do?

What criteria do you use to compensate your sales…

Are Salespeople Going the Way of Telemarketers?
Friday, 20 May, 2011
Are Salespeople Going the Way of Telemarketers?

Selling Power predicts that by 2020 the number of salespeople will drop from 18M to 3M mostly due to online interactions and other sales support functions taking their place.
In the early 90s I wrote a column for TeleProfessional Magazine. My book Sales on the Line was doing well, and I was the voice of reason […]

Buyer Readiness: teach the buyer to qualify themselves
Friday, 25 Mar, 2011
Buyer Readiness: teach the buyer to qualify themselves

Do you know when a buyer is ready to buy? Do you know what they must do to get ready? Do you know who else needs to be involved for them to be ready? Do you know the risks they face when considering bringing in a new solution – and how they will mitigate the […]