How to Measure Sales Productivity

How to Measure Sales Productivity

The Oxford English Dictionary offers two definitions for productivity. The first is "the state or quality of being productive." The second is the economic definition, which reads, "The effectiveness of productive effort, especially in industry, as measured in terms of the ...

The New Feature and Benefits Sales Training

To understand how to talk about your features and benefits, you must start by identifying the level of value the stakeholder ...

The Best Time to Cold Call

Salespeople are a superstitious bunch. There are those who believe Monday isn't a good day to make cold calls, and there are ...

Why Sales Leaders Must Improve Sales Effectiveness

It is important for sales leaders to understand that, when pursuing a deal, the contest isn't between their company and ...

An Update on B2B Social Selling

You don't hear a lot about social selling anymore. Its promise was that every salesperson would reach their goals by simply ...

Sales Leader vs. Sales Manager

When distinguishing sales leaders from sales managers, titles do not tell the whole story. It is possible that a person with ...

A Sales Pitch Template for B2B Sales

You've finished your discovery process and collaborated with your contacts on what they need. You've also done your best to ...

Value Creation or Die

A long time ago, I noticed that the contacts I called on were not always interested in the meeting they had accepted. The ...

Can You Teach Me How to Sell?

The answer to the question, "Can you teach me how to sell?" is “Yes, I can teach you how to sell.” But the answer is also, ...

How to Improve Your Sales Skills

In personal or professional development, you can’t cheat. To improve yourself or your teams, you must do the work. The ...
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