I recently had an opportunity to interview Mike Weinberg about his new book, “Sales Management. Simplified.” In part one of my follow-up blog post, I focused on the real stories about real sales managers and real..
I recently had an opportunity to interview Mike Weinberg about his new book, “Sales Management. Simplified.” In part one of my follow-up blog post, I focused on the real stories about real sales managers and real..
Some months ago I reviewed Mike Weinberg’s book: New Sales. Simplified. I thought at that time, as I do now, that it was the best book on sales available. So when Mike asked me if I would be interested in reading and..
On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World
The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” I didn’t know how I was going to break the news to him..
The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame..
I review a lot of content on this topic and am amazed at what I find written about lead cost. For example:
To make your forecast for the new year, look at sales for the coming year in terms of units.
The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads..
I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads..
Learn what it takes to effectively generate leads in this complex environment. Healthcare solution providers that recognize what's required for lead generation success get better market coverage, improved industry intelligence and more sales opportunities.
Posted by Dan McDade on Dec 23, 2015 11:00:00 AM
Tags: Sales Process, B2B Sales