Category Archives: Sales Force Effectiveness

Best practices for driving revenue from the corporate perspective

Salespeople and Driving Demand

Nothing happens in a High Performance Revenue Engine without demand.  Now this demand is driven in a variety of ways or what I call Demand Channels.  For example one Demand Channel could be email marketing.  In this channel some number … Continue reading

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What is a Customer Centric Process?

I had to call the bank yesterday.  I am sure you have been through the drill.  The auto attendant asks you to input you account number, last four digits of your social security number and some other bits and pieces … Continue reading

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High Performance Revenue Machine

Every company should have a High Performance Revenue Machine.  You put leads in one side and consistent forecastable revenue comes out the other.  A High Performance Revenue Machine maximizes a company’s application of both the art and the science of … Continue reading

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Art or Science?

In some of my sales training classes I pose the question is sales an art or a science?  In most any class you  get a range of opinions and the room ends up almost equally split.  Trick is both sides … Continue reading

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