Closing is Overrated

Closing is Overrated

Sales leaders are obsessed with closing.  Even movies elevate closing to a mythical status.  We’ve all heard the line, and maybe even implored our salespeople to, “Always be closing” (Alec Baldwin in Glengarry Glen Ross). The “State of Inbound 2018” report, which...
Sales Management: Best Practices

Sales Management: Best Practices

It is early in the year and sales team everywhere have visions of grandeur.  Being optimistic is great.  Having a plan is better.  Are your hoping or do you have a plan?  Is your sales leadership up the challenge?  The data tells us…probably not.  That is a shame...

Can Self-Managed Sales Forces Succeed?

The data is in and the days of the swashbuckling, self-managed salesperson are over. There is no room for discussion. Top sales forces are closely-managed, disciplined and process-driven. Peduto Self-Managed Sales Force Article 2018_10_15 If you’d like to see how your...

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 Person Training: Who is Trainable?

Did you know that only about one-half of sales reps are trainable.   The best and most successful training is focused on specific skill gaps and competencies of those who are trainable. This article discusses best practices for sales force training by identifying the...