Over the past few weeks, I have been working with a team of salespeople and their manager at a large SaaS software company. Doesn’t seem like that would be so unusual does it? Happens all the time that an outside trainer or coach would work with a...
I have been talking a lot about the book ‘The Science of Selling’ lately because it begins to tell us- according to objective science- how buyers buy and the behaviors needed by salespeople to align to that.
It’s about time that sales leaders and...
Every so often, I notice a pattern happening with coaching clients.
The one that has been getting my attention lately is that most seem to be in reaction mode. For example, rather than asking buyers layered questions leading up to demos and...
There was a recent conversation happening among sales leaders, managers, and representatives around the question “Does mastering the fundamentals lead to improved sales performance?”
No surprise that the answer was yes, of course it does. What did...
This morning, a coaching client emailed me and said, "Carole, we've already talked about XYZ prospects but I easily forget things. I'd like to revisit that conversation on this morning's call."
What is the objective of sales performance analysis?
Do you believe that the objective of data analysis is to find a problem to fix? Is the only way to achieve better results in sales and marketing to focus on where quotas are not being met?
Marketing Lessons from Harley Davidson & Dr. Dave Reibstein
Last night the Maine Center for Creativity hosted a talk with Dr. Dave Reibstein (herein referred to as Dr. Dave) To be truthful, I had signed up for the talk in November and had forgotten...
The Sales Battle of the Sexes Answer
Girls have more tools, and they were raised to know how to use them. So this post is not meant to rub it in the boy's faces, but my intentions are that my observations will be taken as helpful tips to the boys...
Prospecting, Smarketing, and Buyer Intent
In a previous smarketing post, I explore the challenges that sales and marketing have when trying to determine if the marketing message was attracting the right people.
