We’ve been hearing more and more in leadership about the need for Transparency. This seems like a no-brainer and long overdue. But, this is a difficult task for many leaders.  They feel like being transparent will diminish their power or their image or their control. Like many things that are hidden, this comes down fear – fear of what would happen if others knew the details, fear of accountability, fear of failure. During times of high stress, we tend to want to hide our concern, our insecurities and our mistakes. And, who isn’t living in times of high stress these days? Read more

A recent Corporate Executive Board study of more than 1,400 B2B customers found that those customers completed, on average, nearly 60% of a typical purchasing decision—researching solutions, ranking options, setting requirements, benchmarking pricing, and so on—before even having a conversation with a supplier. What does that mean for the sellers who are following the old tried and true approach to the sales funnel? It means the approach is no longer true. Clients are so far along the buying process by the time we get invited to the table that sellers are being forced into more RFP pricing wars. There are four ways that sellers can change the way they approach the sales funnel. Read more

SALESFORCE PRODUCTIVITY has been one of the hot conference topics for several years. And, when they first engage me, most clients use this term to mean what you’d expect – how do I get my sellers to sell more? Often though, the easiest methods for improving productivity are in your hands. Reducing internal obstacles, improving what we used to refer to as the” sales prevention department”, is one of the fastest ways to improve your numbers.

All things being equal – you have a great brand, a great product and solid delivery – how you enable your sellers will be the differentiator in making your numbers or not. The CEB has called this ‘seller burden’ and organizations will ‘higher burden’ have at least a 12% lower conversion rate.  Here are five ways that you can pave the way for your sellers to be high performers. Read more