SBI Growth

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. Don’t waste time worrying about 2012 anymore. But you can excel in 2013 because of your shortcomings in 2012. Talent Assessment of Sales Leadership and Sales Reps. It’s easy to make talent decisions based more on gut reaction than facts.

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure. The sales organization must continually adapt.

Decision-making 117

Decision-making Sales Leadership Sales Leadership 117

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 But what about new HR metrics for sales organizations? Contrast "revenue performance" with " sales pipeline."

Sales 113

Sales Sales Leadership Decision-making Organization 113

Jeffrey Gitomer

DECEMBER 16, 2011

The 100-year path to a sale is over: Road Closed. Why on earth would someone let you in to see a decision maker on a cold call? Why on earth would someone grant you an appointment to make a sales pitch from a cold call? How do I make a better cold call? How do I close a sale? Get Sales Blog Updates.

Internet 77

Internet Media Leadership Sales 77

Jeffrey Gitomer

AUGUST 23, 2011

In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” Let me give you the non-sales skills version. None of them are about “how to close the sale.” Best is everything in sales success. Struggling.

Leadership 130

Leadership Profitability Media Internet 130