Is Scope Creep Suffocating Your Opportunities?

Shutterstock Most sales organisations would agree that increasing average deal values is a positive objective, along with shortening sales cycles and improving win rates. But the same is not necessarily true when it comes to specific sales opportunities. In fact, as a client recently acknowledged,…

5 Ways to Succeed in Sales

The sales industry is filled with people who never reach their true potential. Doug Dvorak discusses how sales professionals can take their sales game to the next level. Successful sales professionals sometimes lose sight of the fact that there is always room for improvement. Those…

How to Architect an Agency Sales Conversation That Drives Retention

Are you deliberately improving your sales skills on a regular cadence? Sales is one of the most underrated skill sets for agency owners and directors. It doesn’t get anywhere near enough focus. After all, you’re an expert in marketing… so why should sales matter? But…

Successful Sales Coaching and Learning: The Power of Mobile

Back in the days of black and white movies, sales training and coaching often consisted of reps and managers exchanging lead and trade tips, sharing best practices and relevant information, hoping to enhance the sales process. All these years later, some sales organizations still handle…

How to Upgrade Your Sales Enablement Program for Better Revenue

Sales enablement tools should be just that: tools that enable your sales team to work more efficiently and sell more of your products or services. It sounds simple enough, but according to Aberdeen research, about 92 percent of companies see lower conversion rates because of…

The Stages of Purchasing and Implementing a Sales Enablement Solution

The decision to purchase a sales enablement platform is not one that should be made lightly. It’s not like you’re buying gum here, you can’t just waltz in and select whatever catches your fancy at that particular moment. Unless you’re the kind of person with…

Social Selling Impact! Why Managers Should Encourage Social Selling!

https://traffic.libsyn.com/sbengine/SBE197.mp3 The sales world is changing, and social selling is becoming a powerful tool in today’s sales toolbox. This episode of Social Business Engine introduces a multi-part series of podcast episodes we have entitled “Up Close: Savvy Social Selling the SAP Way: Best Practices that…

How to Create a Team of Employee Advocates

Employee advocacy has generally been used as a trendy buzzword in HR, marketing and sales over the past few years. Now, it’s value and importance to businesses all around the world is backed up by real data and numbers. This week we speak to Craig…

Why CRM Should Always Be at the Center of Your Sales Plan

When a business puts together a strategy for their sales, there are many aspects that need to be given attention to in order to maximize profit in the shortest amount of time. Because of this, businesses can sometimes struggle with deciding what strategies they should…

“Active Listening” Is Not A Technique

Couleur / Pixabay Catching up on my reading, I ran across an article on Active Listening. It was focused on sales people and the author made the statement, “Active listening makes them feel like they are being heard…..” I’m sure that’s not what the author…

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