Insights
January 13, 2014
Last week we discussed how questions can help to define your customer’s problem. For example, if your customer thinks he has a problem with growth in a […]
January 7, 2014
Across hundreds of sales organizations, we’ve consistently found that the most effective sales teams aren’t the ones telling the customer what they can do. The best sales teams ask the […]
December 10, 2013
Innovation is usually not just stumbled upon. More often than not, innovative thinking begins with a problem to solve. A tricky problem. Or maybe it’s a typical sales […]
December 2, 2013
Constraints and limitations enable creativity in sales. It sounds like a paradox at first, but think about it. Without constraints, options are unlimited. For example, if your […]
November 25, 2013
Last week mentioned a few common myths about creativity, and the week before that we asked if creativity even belongs in sales. We’ve had many responses on LinkedIn, […]
November 18, 2013
Misperceptions about creativity and innovation are common, and may lead the sales organization in the wrong direction or prevent you from incorporating creativity into your sales practices […]
November 12, 2013
For Tracy Tolbert, executive vice president of global sales at Xerox Services, creativity is an essential part of the business and an essential characteristic of successful reps. […]
November 6, 2013
I love to draw. When I was a kid I drew all the time and I drew everything I saw. I took all the art classes […]
October 8, 2013
Every year we do a survey of the top sales compensation challenges companies face. And every year – consistently – quota setting is the number one […]
December 17, 2012
We can all probably agree that coaching and development are important, but we can also probably agree that good coaching programs can be expensive. So, in terms of […]
December 3, 2012
So we can all probably agree that coaching and development for the sales organization are important – even vitally important. But there tends to be so much confusion […]
November 26, 2012
Coaching is a critical role for sales managers. But consider your own organization: how many managers spend time each week coaching and developing their teams? For […]