By now we all know that things are, and likely will be different for some amount of time. But how will things actually be different? Sales and marketing teams had to first adapt to remote selling, managers had to learn to coach from afar as teams reshaped their messages, changed strategies, and found new ways […]
Pick up nearly any food product you can find on the shelves of your local supermarket and it will be stamped with an expiration date. Best-by date. Or sell-by date. This useful bit of regulation is designed to protect consumers from products that have sat unsold on the shelves for too long at the store. […]
The Sales Process: What it is and why you need one The sales process is one of the most determining factors of success within every organization. Furthermore, every sales organization has one, whether they know it or not. At its core, the sales process is the roadmap for the route that sellers bring buyers through […]
The ability to track sales metrics and KPIs is the closest thing that sales leaders get to having a crystal ball. The right metrics can instantly reveal which reps are most active, which are most efficient and which need additional coaching in order to hit goals. But beyond merely revealing insight into reps’ performance, tracking […]
I’m admit to being kind of a data geek. I love KPIs, metrics and stats that reveal something new about process and the behaviors of both sellers and buyers. While I appreciate the value of data, I’ve learned the importance of keeping data in perspective. I’m aware of the limitations of data. And I’m aware […]
Cold calls are one of the most ubiquitous, debated, and disliked activities within sales. It’s very rare when someone actually wants to be cold-called, and very few salespeople actually like making them. Because of this, cold calling is often overlooked or avoided. However, the truth is that cold calls are an essential (and powerful) lead […]
“Hey, could you be more salesy?” Never in my decades in sales has a customer ever asked me that. “Andy, we’d really like to buy your product. But, you’re just not salesy enough. Could you please be more salesy?” This is the one question a buyer will never ask you. That’s right. It’s the one […]
Sales has always involved a fair amount of stress, and now they are feeling more pressure than ever. Sales reps are at the front lines as they attempt to reshape selling strategies to meet demands and bring in revenue. Undoubtedly, this is a stressful time. Now, during Mental Health Month, Sales Expert Richard Harris and […]
In the wake of current events, working remotely has become the new normal. But even before the global crisis, working remotely was trending, with a 159% increase in remote work over the past 12 years. However, we are aware that a lot of companies have had phenomenal success with on-premises sales teams. And quickly migrating […]
“Success is not final, failure is not fatal: it is the courage to continue that counts.” That’s one my favorite quotes from Winston Churchill. It says it all about the challenges of being in sales. You can’t win them all. Hot streaks don’t last forever. Nor do your dry spells. If you’ve been in sales […]
STEP 1: Open the Apple Podcasts App on mobile or desktop. STEP 2:Make sure you’re logged into your Apple ID account. STEP 3: Search for Sales Enablement with Andy Paul STEP 4: Subscribe! STEP 5: Click the “Write a Review” button, found at the bottom of the “Ratings & Reviews” section. STEP 6: Rate, title, […]
There’s a lot of talk these days about the future. After all, we’re in the midst of a pandemic and we have a lot of scary issues confronting us. There’s also a lot of talk about the future of sales and what some are wrongheadedly calling “the new normal.” That’s all we’re hearing from talking […]