Blog Archives

“We Sales People Can become Stir Crazy and Have Cabin Fever!” It Depends on Our Attitude!


Stir Crazy is a phrase that dates to 1908 according to the Oxford English Dictionary and the online Etymology Dictionary. Used among inmates in prison, it referred to a prisoner who became mentally unbalanced because of prolonged incarceration. It is based

Posted in Attitude, Sales Performance, Sales Strategy, Success

Selling in the Age of Ceaseless Change: The 2019 Sales Performance Report


by Miller Heiman As a partner of Miller Heiman Group across Asia, I am happy to send you the latest MHG Sales Performance Report as of 2019. Use this report to review, reflect and make changes in your sales productivity

Posted in B2B Sales, Sales Performance, Sales Strategy

Pressuring Your Sales Team Can Be Counterproductive and Three Ways to Motivate them to Success


by Scott Edinger I just read this short blog on how not to pressure your sales team from Harvard Business Review Daily Management Tips of the Day and then found the Scott’s blog on “Three Ways to Motivate your SalesTeam.”

Posted in sales motivation, Sales Performance, Sales Team

Sales Revenues are Up – Sales Performance is Not


CSO Insights Global Sales Productivity Research Research Review by Michael J Griffin Last week at the Microsoft Indonesia Innovation Conference,  I presented the latest sales research from CSO Insights a division of MHG, the largest sales consultancy and training company

Posted in Sales Forecasting, Sales Performance

Stop closing sales and start providing value, or lose to price


I recently watch this video from the sales guru Jeffrey Gitomer. He highlights a very interesting means of closing a sale; by getting the customer to do it for you! This video explains that if your sales people can focus

Posted in Sales Performance, Sales Process, Sales Training

Building Grit


By E.M. Godsman, ELAvate Global Many people have the potential to achieve greatness. The one thing that separates the great from the good is their Grit. Put simply, grit is your determination or perseverance. The ability to keep going when

Posted in Sales EQ, Sales Leadership, Sales Performance

Recognize Those that Support Your Sales Success


As sales people, we receive a lot of recognition for a meeting or exceeding sales targets. Sales people tend to be independent, able to work alone and are self-starters. But we never accomplish our sales success alone. There is a

Posted in Sales Performance, Success

How Great Companies Find and Keep High Performing Sales People


Adapted from Chally GrowthPlay Research No matter where your sales organization is in the growth cycle, from flourishing startup to global corporation, managing sales talent remains a top priority for businesses that create sustainable, profitable, measurable growth. In this eBook

Posted in Sales Performance, Sales Talent, Uncategorized

Top 5 Sales Posts of 2017

Sales Blog #99 — Top 5 Sales Posts of 2017

Throughout the year, we have addressed various topics on our sales blog. With 2017 coming to an end, I have compiled the top 5 sales posts this year which deserve a revisit: Healthy Life, Healthy Sales The Laws of High

Posted in Customer Relationships, Prospecting, Sales Leadership, Sales Performance

How Well You Follow-up on Prospects Determines Your Sales Success

Sales Blog #68 — How Well You Follow-up on Prospects Determines Your Sales Success

Yesterday, my team and I were having a meeting to launch a sales productivity project for a global motorcycle company. As we looked at their sales activity indicators, we clearly saw that inquiry follow up was intermittent and patchy. My

Posted in Prospecting, Sales Performance

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