Top 10: Sales Performance

Top 10 most viewed posts published in the past year, for this category.

Announcing the 2016 Sales Ethics Hall of Shame

I’ve never bumped into a live Ouroboros, but if I did, the sight would stop me in my tracks. “OMG! I didn’t think an animal could do that!” The mythical creature, often depicted as a snake or dragon, has a strange epicurean craving: itself....

3 Strategies for Bridging the Gap Between the Best and the Rest in B2B...

The gap between top sales performers and the rest is often at its widest in the most complex B2B sales environments - research by the authors of the “Challenger Sale” suggested that there can be as much as a 3-fold difference in performance between...

Are You Practicing Sales Enablement or Sales Disablement?

We marketers like to think we are making a big contribution to revenue, but in fact, we may be doing all kinds of interesting stuff but being perceived as inefficient when it comes to truly enabling sales. The operative word here is “perceived” because...

Putting the R back in CRM

I recently read an interesting article by Charlie Brown in the Harvard Business Review called, “Too Many Executives are Missing the Most Important Part of CRM.” Personally, I could not agree more. Businesses often look at CRM as a sales tool with a...

5 Reasons Why Salespeople Should Stop Talking Immediately

We’ve written about the importance of listening in sales before. In fact, any sales trainer who isn’t a complete phony will tell you that listening is the most important skill a salesperson can develop. They say you have two ears and one mouth for a...

B2B Technology Moment of Truth: Transition from Buying Cycle to the Owning Cycle

When I first joined Gartner, one of my first research efforts was focused on trying to define a graphical model that captured how B2B enterprises were approaching buying decisions. The model was based on research that we do on a regular basis to...

Get the Right People on Your Sales Team

It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing do not have the capability for sustainable improvement. Mis-hiring is an epidemic. Based on my experience helping companies hire sales talent...

Ten Ways Salespeople Can Crush Social Selling

Social selling techniques and activities will help you drastically improve and warm up connections, emails, LinkedIn InMails, Twitter DMs, videos, and phone calls. Try these 10 strategies and see your results improve: 1. Build your personal brand and optimize your digital profiles on major social...

Beating the competition in an undifferentiated market

When is selling the most fun?   Certainly when you have a superior product. Perhaps it’s even a “killer product”, like the Xerox copier vs. the mimeo machine. Unfortunately with global competition and advanced manufacturing technologies, those days are rare and if they do occur...

Rentokil’s Secret Formula: An Exclusive Look Inside Their Strategy

SBI recently spoke with John Myers, the CEO of Rentokil Initial. John is responsible for the $500 million dollar North American pest control and landscaping business. He faces the considerable challenge of developing and executing the company’s revenue growth strategy. This is not an easy...

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