It's all about SALES

Over the past year I've collected, and randomly shared, a number of articles on the subject of sales: organization, process, skills and development. Here's a selection to reinvigorate your sales thinking, actions and results.

What Salespeople Need to Know About the New B2B Landscape: a Gartner study
As the sales process is shifting towards a consultative one in order to stay calibrated with the dynamic buying process, the importance of sales professionals as well as the marketing and thought leadership tools they use is greater than ever. Read on HERE to find out why and what to do about it.

What Top Sales Teams have in Common
High quality of the sales organization, a structured sales process, and accountability of the sale’s team members separates high-performing organizations from average and underperforming sales organizations. For additional criteria and details, read on HERE.

What Makes Great Salespeople
Spending more time with your clients, your colleagues, and your marketing and sales support team, as well as dedicating more quality time to selling, leads to better business growth results. Read HERE for supporting information.

What Separates the Strongest Salespeople from the Weakest
To improve your business growth results, increase the level of your communications skills, bump up your competitive streak, confidently lead your client conversations, stay positive while questioning your clients and their problems, and work with high performing business growth leaders. Click HERE for details.

How to Really Motivate Salespeople
Adopt individualized and simple compensation models, set reasonable goals and experiment with the rewards systems to find the most effective and efficient one for your organization. Click HERE to read more about motivating salespeople.