We continually hear about forming partnerships, being partners with our clients and being in win-win situations.  What does all of this mean and how can we become true partners in order to increase our footprint, have higher client retention rates and equally as important….gain referrals from our clients? In order to understand what makes a [...]

Amazingly, with all the technology available to track sales performance, a majority of executives report to manage their organizations with an ad-hoc sales process.  In the Sales Management 2.0 eBook, Jim Dickie of CSO Insights surveyed over 3,000 companies to find that “when asked to describe the sales methodology in place, 52.9% reported random or [...]

So it’s the beginning of the second month, of the first quarter of the new year!  How do we capture the motivation and excitement that most of us, including our sales teams, have to make this an even stronger year than last? We all begin the year with high hopes of generating and closing the [...]

I had conversations with two VP’s of Sales recently.  Both were in a very competitive industry with 100′s of suppliers competing for marketshare with their customers.  Both currently use Salesforce.com for opportunity management. In the course of these discussions we got on the subject of cold calling and what percentage of time a rep should [...]