Are You Intentional with Your Deals?

Working with salespeople around the world, I often see well-meaning professionals who simply lack direction. Don’t get me wrong, their intentions are good and, in many cases, they work hard.  They prospect, pitch product, fulfill customer requests, create...
Are You Finding Enough Prospects?

Are You Finding Enough Prospects?

At the beginning of the year, we ran a poll asking alumni to share the biggest challenges they expected to face in achieving their professional goals or targets for 2018. A large number of sales reps indicated that finding enough prospects was a leading challenge. 2...

Can Better Forecasting Improve Sales Performance?

This article is co-authored by Gerard Baglieri and Carlos Nouche. If it doesn’t matter who wins or loses, then why do they keep score? – Vince Lombardi If sales is your livelihood, then exceeding your stated quota is your scorecard and primary goal....

What is the Right Amount of Homework?

We have addressed the topic of adequate “homework” before. We’ve all witnessed a sales call where a rep asks ridiculous questions, “so, what does your company do?” This is an obvious and inexcusable lack of preparation. Our natural...