No One Talks About This Key Factor in Sales Goal Achievement
It’s that time of year again when we all have a fresh start. And, everyone’s talking about goal setting – which is why I thought I’d chip in with a series of videos about what it takes to achieve them. Right now, you might be thinking about how much money you’d like to earn. Or, you may even be staring at a comp plan that looks incredibly challenging to achieve.But what no one talks about is one factor that can be a total game changer. According to Heidi Grant Halvorson, auth
The Little-Known Marketing Issue that’s Secretly Killing Your Sales (And How to Fix It)
Not long ago, “Big Data” was all the rage. The race was on to collect as much information about people as possible – creating a giant, looming cloud of detail that was nearly impossible to sift through and a challenge (at best) to market to. Today, we have more tools than ever to wrangle that information and use it to present clear, compelling reasons for customers to want what we’re offering. But there’s still a lingering problem. As marketers, optimizers and improvers, we f
The 5 Most Misinterpreted Charts in Sales
Sales is all about hitting the number, but sometimes, those numbers can be a little misleading. As a sales leader, you have to be able to understand your business at multiple levels by analyzing the data and assessing sales metrics. You need to forecast for next quarter, analyze the pipeline, and keep track of deals closed. It’s a lot of metrics to balance, and it’s easy to miss out on. Any data analyst will tell you that it’s possible to frame graphs and charts to tell you a
The Sales Secret That Will Double (or More) Your Sales
Let me tell you a secret about sales. The best time to make a sale is right after you've just made one. This is true for psychological reasons-you're on an endorphin high, you're acting confident, and so forth. It's also true because by going right back into the trenches after one successful sale, you're continuing what can quickly become a habit of success. Of course, most of use who have to sell (and this includes all business owners and entrepreneurs, consultants [that's m
