by Bob Nicols | Feb 26, 2015 | Changing Seller Behavior, CRM Systems, Qualifying Opportunities, Sales Coaching, Sales Methodology & Process, Sales Training, Selling Skills
You run or support a large sales team, and you’ve got a problem. Maybe it’s a missed top line, or perhaps shrinking margins. Perhaps it’s an incorrect product mix or inaccurate forecasts. So now what? You analyze the problem. You search for the root cause,...
by Bob Nicols | Feb 19, 2015 | Consultative Selling, Enterprise Sales Process, Sales Coaching, Sales Methodology & Process
Sales Stages are a hot topic these days. The Opportunity Stage includes triggered learning, content delivery, playbooks, and activities. But is that really meaningful? In many cases, the answer is no. Static Selling Vs. Dynamic Buying Even in the most thoughtful...
by Bob Nicols | Feb 17, 2015 | Sales Coaching
As I skimmed through Zite earlier today, a blog by Mark Hunter (“The Sales Hunter”) caught my attention. The headline: “Sales Motivation Video: Just Go For It! Stop Second-Guessing Yourself!” In all fairness, I don’t know Mr. Hunter. With that said, I find...
by Bob Nicols | Feb 10, 2015 | Changing Seller Behavior, CRM Systems, Enterprise Sales Process, Qualifying Opportunities, Sales Coaching, Sales Management, Sales Methodology & Process, Sales Process, Sales Training, Sales Transformation, Selling Skills
Here’s a quick test for you: Pull a report of the top 20 opportunities in your organization. Now, go to each of them and answer the following questions: What is the probability we will win this business? Is that based on the gut feeling of the seller? Does your CRM...
by Bob Nicols | Jan 21, 2015 | Buyer Behavior, Changing Seller Behavior, Sales Coaching, Sales Leadership, Sales Management, Sales Methodology & Process, Sales Tips, Sales Training, Sales Transformation, Selling Skills
It’s That Time Again! From eating better to getting more exercise to spending more time with loved ones, people everywhere begin the new year with the intent of creating new healthy habits and abandoning unhealthy ones. It seems like the perfect time to take a similar...
by Mike Bybee | Jul 28, 2014 | Sales Coaching, Sales Sustainment, Sales Training
The Legacy of Father Guido Sarducci Yesterday, I spent hours perusing the richest cache of entertaining time-wasters ever gathered – YouTube. What began as a search for a political speech devolved into a meandering sojourn through my past. I found myself reviewing...
