Sales Management

In today’s business climate, where extended buying cycles reign supreme and scalability is coveted, Sales Ops are key to a successful sales organization. However, as it is a recent development of the sales arm, and its responsibilities are closely tied to both sales management and sales enablement, many of its functions remain hazy.  Let’s shed some light on the world of Sales Operations...   Sales operations have been around since the mid 1970’s, when XEROX developed the first Sales Ops team. The need developed when sales management could no longer juggle sales strategy, territory management, and data crunching with sales leadership.  …

There are thousands of different leadership styles.  They are the subject of college coursework, unlimited journal articles, and countless books. Supervisors, managers, and executives all develop unique leadership styles, whether they’re on factory floors, in I.T., H.R., or marketing and sales. Great leaders are essential for the success of any business, but let’s face it: revenue is mostly generated by sales. And sales success is dependent on those sales reps who find leads, nurture them, and ultimately seal the deal. To do this, they rely on their own skill sets, but also on the training, direction, coaching, and support of…

In any company, the sales and marketing teams are the most important players when it comes to getting more customers and closing more deals. So, it’s important to ensure both teams can work together to successfully push customers through the sales funnel. However, the sad reality is that many marketing and sales teams fail to maintain a healthy relationship and often have communication problems. And guess what? This doesn’t benefit anyone. So what’s the solution?  Companies need to bridge the gap between their marketing and sales teams. Good communication between these two entities will help create a powerful brand and…

What Is An USP?  How many times have you stood between two seemingly identical coffee shops, unsure of which you should go to for your morning fix? It’d be easier to decide if one had a distinctive edge. Your choice here will be based on that coffee shop’s "unique selling proposition", or USP. What is a USP? A USP is a statement of the central features that differentiate your product from homogenous competitors, and pulls clients in. In saturated markets, prospects will likely have a hard time deciding between options. Your job is to assist them by having an obvious,…