Build a Defined Selling Culture That Drives Results
B2B companies have spent the better part of a decade obsessing over the handoff between marketing and sales. Lead scoring, CRM integration, pipeline attribution, entire technology stacks exist to make sure a buyer’s journey from first click to closed deal is seamless and measurable. B2C? Not so much. The assumption in consumer sales has long […]
If you’ve ever rolled out a new sales methodology, you’ve probably seen the same pattern. At first, there’s momentum with an engaged team and the training goes well. Then a few weeks later, things start to slip. Salespeople fall back into old habits. Managers shift their attention elsewhere. The new process quietly fades into the […]
There’s a coaching exercise that takes about five minutes and consistently changes how salespeople think about their work. It starts with one question: What was the last thing you had to buy? Something that required thought and something that was not off the shelf. Maybe a car, an appliance, a home service, a phone plan. […]
When you decide it’s time to look for outside sales performance help, there are a lot of factors to consider. This article focuses on the characteristics of large firms versus boutique firms, and the potential “pros” and “cons” for your company. Specialization vs. scale Smaller firms are often built around a single discipline. That […]
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