When to Convert a Salesforce Lead Into an Opportunity
A full Salesforce funnel is not the same as a healthy one. When to convert a Lead into an Opportunity, and what it costs you to convert too early.
Insights — Page 8
Insights for sales leaders.
Avoiding the Price Objection
If your prospect is shopping on price alone, you will probably lose the sale. Get them to weigh value before price and the odds change completely.
A SalesForce Training Resolution Re-Visited
As always, on January 1st, it is typical to formulate a resolution for the upcoming year. But what of last year's promise, made exactly one year ago today?
The Key to Success in Sales
Knowing the principles of selling and knowing how to put them into practice are two different things. This is where most sales fundamentals break down.
What's Your Selling Style? Understanding 4 Types of Salespeople
Hunter, Farmer, Shopkeeper, and Repairman are four common selling styles. Learn how salespeople can build the versatility to sell in any situation.
The Changing Face of Sales
If you cannot make a commodity item stand out, or add value to the sale, the customer will buy on price alone. How selling has changed around that fact.
Stop Watering Dead Plants
Persistence drives sales success, but where does persistence stop and pestering begin? How to tell an opportunity worth chasing from a dead one.
The New Hire -- How to set up Sales Training
Loading new hires with product knowledge and sending them at prospects is not sales training. How to set up onboarding that produces selling ability.
Measuring the Impact of Salesforce Training
Proving that Salesforce training produces results is the challenge every sales manager and training firm wrestles with. Here is how to measure it properly.
Commission Only Salespeople - Winners or Losers?
The question of whether or not to hire commission only salespeople is one that often comes up for many sales managers and it’s a good question.
Are Your Salespeople Actually Using Salesforce Dashboards?
Salesforce dashboards are visual representations of custom reports, yet few salespeople or managers watch the gauges to see which ones are in the red.
The Most Used - Useless Metric in Sales
For years I’ve been amazed by the number of very smart sales people and leaders who have a blind spot in forecasting with Salesforce.com.