Mike Ehrensberger

Next-Generation SFA Tools: Scoring Versus Scorekeeping

A major appeal of SFA and CRM applications is their ability to store vast amounts of historical information. Essentially they are a repository for...

Fish or Cut Bait? Win-Lose Sales Metrics Can Help

One of our customers, a high-technology software company with a relatively long sales cycle, once decided to stop pursuing a prospect after 90 days...

Your Last Customer Is More Important Than Your Next Customer!

Many sales people can't spend enough time or effort with a prospect when they are chasing their business, but woe to that prospect once...

Sales Call Plan: Sample Questions

In my last blog, I suggested that THE key characteristic of great sales professionals is their ability to ask the right question, to the...

Key Characteristic of Great Sales Professionals

People often asked me what I look for when recruiting sales professionals. The answer is very simple – I recruit professionals who are better...

Win Scoring Metrics–A Sample

How often have you been asked by executive management "What's the probability that you will win this deal?" and maybe even more important "What...

Sales Stage Workflow–A Sample

Sales stage workflow reflects the best sales practices of a company's sales "rainmakers". It identifies both the major stages of the sales cycle and...

Common Sales Vocabulary

A common sales language must be a part of a formal sales process and methodology, and should be defined in a glossary of sales...

Sales Process

Need-to-sell versus need-to-buy Early in my career, I called on someone I thought of as a cantankerous senior Vice President. He was Vice President of...

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