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Key Factors to Maximize Focus on Selling
In a recent sales productivity study we conducted for one of our clients, we learned that while their sales reps spend more time on selling activities compared to the external benchmark, they spend a...
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How to Help Your Customers Buy
By Jeanne Buchanan In our work with clients, we have observed that the most successful salespeople help their customers buy. How do they do it? These best practices advance their goals—and those of...
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Building a Productive Channel Partner Strategy
By Jeanne Buchanan A sales executive told me about the problems that his organization was having with making their channel partner strategy work. The list was long. I asked him, “Then why in the world...
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Are Your High Maintenance Customers Worth Keeping? Use These Five Assessment...
by Jeanne Buchanan You’ve done everything you know to do to remedy the situation, but there’s just no pleasing some customers. They waste your time, energy, and resources. Do you dare fire them? Back...
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Account Reviews Are An Effective Sales Management Tool: Tips on How To...
by Jeanne Buchanan In a time of global competition, rightsizing, and demands for predictable quarterly performance, executive teams cannot afford to waste critical resources, investments, or time. It...
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End of Year Sales – Create Urgency without Compromising Relationships
by Jeanne Buchanan Year end is approaching. How can you create a sense of urgency within your clients or prospects to close potential deals before then? How can you uncover their individual motivations...
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If You’re Going to Write a Sales Proposal, Get IT Right!
by Jeanne Buchanan Writing sales proposals is one of the most time-consuming activities in the selling process. While they’re a lot of work, they’re also key to closing big-ticket deals. So if you’re...
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