“The single biggest problem in communication is the illusion that has taken place.” George Bernard Shaw During a recent coaching session for a large client, the room was filled with salespeople of various levels of experience and industry knowledge. Some of the...read more
Great sales are not the result of magical closing techniques. Sales and profitability growth come from measuring and building sales competencies. Your number one priority should be the measurable development of your team. You need to know each of your salespeople’s competencies, precisely where they need to be strengthened, target training, and measure the improvement.read more
Based on a recent post from Dave Kurlan. About a year ago, Dave Kurlan wrote a very popular article called, Persistence Over Polish, where he discussed the competencies that the top 10% of all salespeople were better at than everyone else. The article identified 5 of...read more
The internet has changed the role of salespeople. Customers have moved beyond the skill set of all but elite sellers. The sales force of 5 years ago simply does not have the skills to survive in an age of digitally enabled buyers. It’s not that successful salespeople have become “bad” at selling, but their skills have atrophied. Survival requires salespeople to think differently about their customers and have vastly better skills than ever before.read more
In this article you will learn exactly what your sales managers need to do to transform your sales team.read more
The data is in and the days of the swashbuckling, self-managed salesperson are over. Top sales forces are closely-managed, disciplined and process-driven. Elite sellers use a of a milestone-centric sales process and are rigorously coached. Here is what the data tells us.read more
While the trend toward inside sales has been growing for several years, over the course of the past six months, our clients have been asking about this topic more than any other. This article discusses the growth of inside sales and the appropriate role for inside sales.read more
Inside sales. Inside sales. Inside sales. While the trend toward inside sales has been growing for several years, over the course of the past six months, our clients have been asking about this topic more than any other. This article discusses the growth of inside sales and the appropriate role for inside sales.read more
Knowledgeworx, a leading sales consulting firm that provides sales performance improvements to distributors and manufacturers, announced today that they were recently honored with the numerous achievement awards.read more
Free Webinar: Benchmarking Sales Performance. This LIVE webinar will be held on Thursday, April 19, 2018 from 11:00am-12:00pm Eastern Daylight Time.read more
This report examines the five mega-trends are disrupting the jan/san supply industry.
The report provides insight into the market forces that have altered and will continue to redefine the competitive landscape for years. Conclusions, survival strategies and actionable recommendations are included.
Customers are increasingly choosing value-differentiated consultative sellers and marginalizing product jockeys. The challenge for leadership is to assess, adapt and re-skill their sales teams so they are aligned with the needs of the modern buyer. Selling to modern business customers becomes easier once you hear their voices.read more
B2B selling has changed. Supply channels are blurred and competition can come from anywhere. To succeed , sales people need to “be the value”.read more
Everyone wants a salesforce comprised of elite sales people. The question is how? The starting point is understanding the qualities that make “A” players different form everyone else. The next step is measuring your existing sales team and all sales candidates along three important dimensions (the Will to Sell, Sales DNA, and Tactical Skills)read more
Free Webinar: Benchmarking Sales Performance.read more