CASE-STUDY 1: 3-MONTH PAYBACK FOR CLIENT
A Latin-American subsidiary of a Fortune 500 company found that, although opportunities were going through the sales pipeline, a very high number of bids were being lost right at the end of the process. This is the story of a certain LatAm subsidiary of a well-known Fortune 500 company which was losing an unacceptable number [...]
What’s the point of assessing sales people?
As an expert in assessing sales people I get asked this very often. The answer is simple. If your team is not populated with top performing sales people – you will get outsold! That means at best you need more prospects per sale, with all the costs that incurs; or worst case – if your [...]
Customers are no longer interested in the pain game.
I know that many times in my 25 years in selling, particularly when I led multiple sales teams, I would have given a lot to unlock the heads of certain sales people. You know the ones I mean. The ones you just can’t seem to click with, the ones who you don’t know whether to [...]
The Holy Grail:Can you cut sales costs and grow revenue simultaneously?
In sales and marketing, when it comes to growing revenue and cutting costs, we usually separate our thinking. Either we do one . . . or we do the other. But not both. Right? But why not both? This concept of simultaneous cost-cutting and revenue growth requires us to stretch our minds a bit and [...]