SBI Growth

JANUARY 2, 2013

Don’t waste time worrying about 2012 anymore. But you can excel in 2013 because of your shortcomings in 2012. Talent Assessment of Sales Leadership and Sales Reps. It’s easy to make talent decisions based more on gut reaction than facts. Invest in the ones that can make the jump to “A” players.

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

SBI Growth

JANUARY 18, 2013

This B2B technology provider already has world-class sales talent. They practice Topgrading ; they rigorously develop their sales teams. Their challenge is the evolution of how their customers make buying decisions. The sales organization must continually adapt. How did they arrive at this decision?

Decision-making 117

Decision-making Sales Leadership Sales Leadership 117

SBI Growth

DECEMBER 13, 2012

They only report history and offer little predictive insight to make course corrections. For example, the sales metric of "revenue performance" is a lagging indicator. Every sales organization needs a mix of leading and lagging indicators for human capital. These are essential to navigate the journey to Sales 2.0.

Sales 113

Sales Sales Leadership Decision-making Organization 113

Jeffrey Gitomer

AUGUST 23, 2011

In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” Knowing how the customer and others produce and profit — When you are trying to make a mental impact on the decision-making process. Struggling. Raleigh, NC.

Profitability 130

Profitability Leadership Media Internet 130

Jeffrey Gitomer

DECEMBER 16, 2011

Why on earth would someone let you in to see a decision maker on a cold call? Why on earth would someone grant you an appointment to make a sales pitch from a cold call? Why on earth would someone listen to your time-worn sales pitch/tricks without a hint of value coming from you? How do I make a better cold call?

Internet 77

Internet Media Leadership Sales 77