Alex Moyle: Business development culture; Taking sales culture beyond the sales team
Business development culture is connection between customer-centric approach and internal cooperation of marketing, sales and customer service.
Brandon Bornancin: The Ultimate Guide to Breaking into Tech Sales
Tech Sales is the best job in the world. An author is talking about how to land a job in tech sales and do a good job selling.
Tim Champman, Lynn Pickford, Tony Smith: Coaching winning sales teams
Coaching introduced Great sales coaching positively impacts individual, team and organizational performance. Coaching is a two-way street and both parties need to... Read More
Howard Stevens, Theodore Kinni: Achieve Sales Excellence, the 7 Customer Rules for Becoming the New Sales Professional
Book based on 13 years of research about what it takes to be the best salespeople, from the customer point of view.
Can sales innovations occur inside existing sales organization?
How to deal with introducing changes in sales organization, especially disruptive ones. Parallel to Christensen Innovation dilemma.
What it means to be a sales leader?
Short description what you should take care of when you became sales manager.
Aaron Ross, Marylou Tyler: Predictable Revenue, Turn Your Business Into a Sales Machine with The $100 Million Best Practices of Salesforce.com
Great book from Aaron Ross, creator of Sales Force outbound sales model, in which he explain how to approach sales and different roles inside of it, to make the most efficient approach to the market.
Prodaja – samotni jezdeci po pokrajini strank ali uporabniki modernih orodij in zaključevalci poslov?
Usage of sales support tools and importance of proper strategy setting
Pam Didner: Effective Sales Enablement; Achieve sales growth through collaborative sales and marketing
Sales enablement Sales teams need to understand how to leverage technology and their customers’ content to create win-win marketing scenarios. Role of... Read More
Dan Hill: Emotionomics; Leveraging Emotions for Business Success
In business, the reason for ignoring emotions has been that, according to the popular view, emotions can’t be quantified and put into... Read More
Digital changing key-account landscape by McKinsey & Company
McKinsey document about how to move your traditional key account management into digital era.
Ali je to kar imamo res zlato? Kako uvajati prodajne spremembe v digitalnem svetu?
Naslov izhaja iz pesmi Jamesa Blunta: Stay The Night, ki pravi, če je to vse kar imamo, potem je to kar imamo... Read More
What do »getting in shape« and sales have in common?
They both fail if they are based on »emotions only«. Getting in shape is a process where you build your-self into better... Read More
Changing of landscape – will IT learn to sell business value and not technology?
I started my career in IT almost twenty years ago. And even then, coming from non-technical background, I actually studied history and... Read More
Patrick Maes: Disruptive Selling, A new strategic approach to sales, marketing and customer service
Successful disruptive selling concepts will be based on the right combination of a series of factors. These include understanding of what motivates... Read More
Bob Suh: Sales Teams Aren’t Great at Forecasting. Here’s How to Fix That
In his article Sales Teams Aren’t Great at Forecasting. Here’s how to Fix That in HBR: Article in HBR Bob Suh is... Read More
David H. Maister, Charles D. Green and Robert M. Galford: The Trusted Advisor
Becoming good advisor takes more than having good advice to offer. Trusted advisor needs three basic skills: earning trust, building relationship and... Read More
Sales management not the same as good sales
Companies promote their best salespeople to become their worst managers. Line of succession in most of the companies in sales area is... Read More
Sellers are born…not really!
Sellers are born. This is a sentence a lot of people is using in order to justify that not all can do... Read More
Sales evolution
Sales evolution Society includes elements of sale from the moment we were able to catch or grow more then we could eat.... Read More