Knowledgeworx

Blog

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...

read more
Closing is Overrated

Closing is Overrated

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

The 21-Day Solution for the Toughest Sales Weaknesses

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

Surviving in the Age of Amazon

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

Can Self-Managed Sales Forces Succeed?

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

The Inside Story on 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

The Inside Story on Inside Sales

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

The Voice of the Modern Buyer

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

What Makes a Sales Person Elite?

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