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My friend, Ardath Albee, and I were commiserating the other day. We see so many misguided approaches, whether they are sales people, marketers, individuals. They know the theory–yes, they’re supposed to be customer focused. They know they are supposed to talk about customer needs, problems, goals. They know they should focus on solving customer problems by proposing great solutions. But, to often it’s not like that. Just after the words, “how can I help you,” or “what are your needs,” leave their mouths — before we have a chance to respond — they go on and say, “but let me tell you about our products,” or “let me tell you about me,” or “can you help me?” The focus shifts immediately back to them and what they want Read More
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Several days ago I wrote: The Most Used, Useless Metric In Sales. At the same time, I posed a question in LinkedIn asking people their opinions on the worst metric in sales. I was surprised by many of the responses. They included quota and revenue targets in every form–monthly, quarterly, annual. They included pipeline metrics, many variations of activity metrics and lots of others. Some of the metrics were very bad, many were simply bureaucratic reporting-having little to do with assessing sales performance, some represented micromanagement on the part of managers Read More
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Sell From the Inside

Avatar Posted by Marcana under Sales
From http://marcana.com 5223 days ago
Justin McCullough discusses the basics of how to get into the mind of the prospect and sell from the prospect's perspective. A useful, brief introduction for anyone considering going into the field of sales or who needs to troubleshoot problem areas in the pitch Read More
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With millions of companies out there, how do you make yours stand out? You need to have a competitive edge. Sure, you can have flashy promotions and expensive advertisements to draw customers, but it is going to be your employees that make or break a sale Read More
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In this post, I will explain how you can use your best content to nurture these early stage leads to the point where they are ready to take the next step in their buying journey – and to take it with your company. Read More
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Everyone has a pet word (or phrase) of habit that is probably not results-driven, and that may be costing you sales. I heard a salesman say “Trust me” to a prospect the other day seven times in four minutes.. Read More
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Customer Centricity is a hot topic these days.  I get on my soapbox on Customer Focus, Customer Experience, How Buying Is Changing, and various aspects o Read More
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When salespeople hear price objections, the typical reaction is to lower the price. However, that usually results in a loss of revenue. Price objections often lead to price reduction, but with proper sales training, employees can handle them without lowering cost Read More
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Metrics are critical to managing sales performance. Yet too often, we put in place metrics that are not only meaningless, but misleading. What's the most used useless metric in sales Read More
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Activity isn’t a cure for all sales problems. But it is a solution for the problems that result from low activity. These problems plague salespeople with great sales skills but low activity. Take action on these ideas to improve your activity Read More
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