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2022 is Here!!!

How to make your number in 2022. Wow!!! 2021 is quickly winding down. Can you believe that another year is nearly in the books? I guess the adage is true, "The days are long, and the years are short." Now is a perfect time to take stock of your 2021 results. The...

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Peer or Peddler?

How do you know which room do you belong in? We all have choices—lots of them. Customers and prospects choose who they will work with, and their choices speak volumes about you and your approach to selling. Customers tell us that they want: A salesperson that can...

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Are you curious enough to succeed?

What Ted Lasso can teach you about sales and sales leadership. I have a confession. I am hooked on Ted...Ted Lasso. Ted Lasso* is an award-wining comedy on AppleTV+. The series follows an American football coach, Ted Lasso, who is hired to coach an English premier...

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Sales In The Post Pandemic Economy

Selling in the Post-Pandemic Economy The post-pandemic economy is on a tear. It's one of the most exciting and explosive periods of expansion since WWII. All the signs of a once-in-a-generation year are there. The wholesale sales index is showing double-digit...

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Tips For Salesforce Evaluation

Disruption...Gotta Love It! The famous opening line from Charles Dickens' A Tale of Two Cities could just as easily apply to selling in 2021: "It was the best of times, it was the worst of times." Supply chain disruptions are impacting everything from ketchup to...

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Disruption…Gotta Love It!

Disruption…Gotta Love It!

Successful selling in a time of uncertainty The famous opening line from Charles Dickens' A Tale of Two Cities could just as easily apply to the selling in 2021: "It was the best of times, it was the worst of times." Supply chain disruptions are impacting everything...

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Recapturing Sales Growth 2021

Differentiate from competitors ahead of a post-COVID economy By most measures, jan/san businesses faired well in 2020. Most of our clients had their strongest year ever. While revenue growth was modest, unprecedented COVID-related product demand shifted the product...

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2021: What’s your plan?

2021: What’s your plan?

Positioning your sales staff for post-pandemic success in 2021. The firms that will emerge the strongest have invested in their sales organizations and are building capability that their competitors do not have. They will have a sustainable competitive advantage.

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I know my people…really?

I know my people…really?

The Will to Sell and Sales DNA account for more than half of a salesperson’s performance, yet neither is readily observable. It is crucial to understand that salespeople with strong Sales DNA will always outperform their peers, even those with stronger traditional sales skills. The only way to build a world-class sales organization is for you to evaluate and measure the competencies that lead to success.

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Virtual Selling…Is Your Team You Ready?

Virtual Selling…Is Your Team You Ready?

COVID-19’s impact on society has been astounding. The effect on business to business (B2B) sales is transformational. Leaders can quickly assess their team’s likelihood of succeeding in the virtual selling world by answering four questions.

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Capturing Cross-Selling Opportunities

Capturing Cross-Selling Opportunities

Firms increasingly rely on cross-selling to generate post-transaction revenue while frequently falling short of fully realizing their cross-selling opportunity. By applying modern analytics, firms can substantially increase the synergistic opportunities that cross-selling offers, but that is too rarely realized.

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Post COVID Selling..What’s Next?

Post COVID Selling..What’s Next?

You may have had the “right” sales model at one time. However, everything has changed. The competitive landscape is merciless, customers are more informed than ever, and now there are economic headwinds.

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I know my people…really?

Six Sales Questions for CEOs

Sales leaders must be willing to ask themselves whether they can reach their goals with their current teams and if their salespeople are in the correct roles. It’s also important to consider whether the current business model will be able to generate sales growth.

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Ready, Set, Sell: 3 Steps to Shortening Sales Onboarding

Salesperson ramp up times can be dramatically reduced. The steps are clear, proven, and effective.  Shortening ramp up requires excelling at each step. The companies that are committed to the process will build a distinct competitive advantage as they add more elite salespeople who quickly ramp up.

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I’ll Send an Email

“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...

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