I’d like to think when this is all over, companies will realize they don’t need have their sales teams “on the road” 24/7…..unfortunately, I think most companies will only cut down on travel in the short-term. I think the moment something goes wrong (e.g. lose a big deal), virtual selling will be blamed. Sales leaders
-> Continue reading The post-coronavirus state of sales
Recently, LinkedIn asked me (since “you’ve been posting some great stuff on LinkedIn” – wow, pretty cool!) what trends I see for 2019. My answer: MORE Strategy-level: MORE mobile, digital, social and more data-driven and customer-centric decision-making and experimentation with innovations like AI and AR. Tactics: MORE social selling. I get so many spam calls,
-> Continue reading Big sales and marketing innovations coming in 2019
Tips to make your training sessions sing My team has conducted a slew of training sessions this year. Based on those sessions, here are 4 key takeaways you can use to make your training more effective: 1) Make training interactive. There’s nothing worse than talking at a group for 55 minutes, and then
-> Continue reading Tips to make your training sessions sing
Recently, I spoke with a friend of mine who is an insurance salesman. He predominately sells life insurance and property and casualty insurance. When we talked at a local bar, he confided in me that for the first time since the financial crisis in 2008, he is not going to hit his sales goal.
-> Continue reading Here’s why you missed your sales goal this year (and how to make it next year)