The generator got louder as I approached. The deli at 15th and 7th Avenue was serving a line of people. The rest of lower Manhattan was completely dark, thanks to Hurricane Sandy. Only two other businesses had generators. The hurricane compelled them to buy the machines.

Mapping the buying process is a popular sales topic. But what does it mean and why is it important to sales leaders? We will explore in the post.

This is a post for any Sales Leader considering or using a buyer-driven sales process. During many of our training events for a sales process rollout, we’ll get the question “So I should just identify the buyer’s stage and go from there?” The answer is No.

If you’re falling short of your 2012 number, you have three options: 1) Keep doing what you’ve been doing; 2) Change your approach in hopes of still saving your year; 3) Focus your attentions on kick starting 2013 [...]

As a sales rep, you need to tell the difference between opportunities that are just interested from those that intend to buy. Today’s post will define interest verses intent and why that matters to you. You’ll get three questions to ask about your opportunities to quickly identify those that intend to buy so you can close more business.

Today all of us are doing more with less. The majority of sales reps we talk with tell us they’re taking on more non-selling functions as a result of limited resources. This shift started after the post 2008 economic meltdown and business hasn’t recovered. As a rep in this reality, read on for three simple strategies to maximize your selling time, improve your sales strategy and put money back in your pocket.

75% of most sales processes fail. The main reason: lack of adoption in the field. Think about this: You just invested a huge amount of time, energy and money in developing and training a buyer centric sales process. And now your people are not using it.

We asked a client’s sales reps and their customers a question regarding how often customers prefer to be interacted with. There was a wide gap between responses. 84% of sales reps thought they needed to visit customers in their portfolio at least once a quarter. The customer responses varied by size, type, etc…. Some said weekly, monthly, quarterly, or yearly.