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New post test Monday Morning

Test post Monday Morning March 8

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How to Design Your Sales Process to Help Customers Buy Now

Everyone’s attention these days seems to be riveted on sales.

AND NOW I HAVE TESTED EDITING THE CONTENT OF THIS PAGE

And rightly so, given the economy. Recently I received inquiries from several people working with a large organization that is very concerned about its sales process. Seems the CEO is having difficulty telling Wall Street where next quarter’s revenues will be.

No surprise there! The economic crisis affects large and small companies: everyone needs to know where next month’s revenue will come from. Forecasting sales has always been difficult, but, in a threatening market like this, the problem is compounded Read more

“Systemic” Salesmanship is Needed Now More Than Ever

To SPIF! professional members: A few years ago, I asked my son if he had thought about selling as a profession some day. The look on his face could have peeled wallpaper. I absorbed similar uncomfortable feelings about “selling” when I Read more

How to Permanently Increase Salespeople’s Ability to Gain Access to Big New Accounts

By Jill Konrath and Michael Webb (pdf version) In January, Jill Konrath and I conducted a webinar around a crucial topic for business to business sales organizations: How to prospect well Read more

How Does Your Company Define Salesmanship?

by Michael J Webb (pdf version) Almost every executive I’ve talked to in the last seven years has acknowledged that their sales and marketing operations are a mess. They struggle to find enough prospects, yet many of their Read more