"Not making the sales numbers? There must be a problem in the sales department!" How often have you heard a statement like this? If orders are not closing does it mean salespeople don't know how to ...

The results of a recent survey of business leaders reports that 66.2 percent of respondents identified sales development as the greatest need for their organization in 2011. This survey was conducted ...

If you’re like me, before you go on a trip to a place you’ve never been before, you take some time to look over a map of the area — either on paper or on your phone. I like to know the major roadways, ...

How well do you manage sales? Many construction companies give the responsibility of sales to their estimating department but building sales demands collaboration across departments. Don't be tricked ...

Like its predecessor, sales force automation, sales enablement aims to improve the effectiveness and efficiency of sales organizations. Sales effectiveness focuses on the "what," or determining the ...

Business process mapping is the strategic analysis of identifying and creating a visual depiction of the process flow of various areas of an organization. For example, the supply chain cycle is an ...

I recently read an eye-opening article about the demise of solution selling. It described how salespeople who are following traditional sales methods (seeking out pain) are losing to the new breed of ...

Many sales cycles are stalled. Whether your team is selling print, services, direct mail, software, equipment, or products, the current situation has many sales cycles stuck and delayed. Your sales ...

This is a tricky subject that's influenced by perspective. Among sales nerds, I fall into the “process” guy category. The first thing that I do is build a process. I like to question the process ...