According to most respected economists, the health of a nation’s economy can be directly correlated to their income inequality distribution curve. This blog post is not a politically charged piece, rather it intends to draw an analogy between the importance of the economic middle class and the sales middle class. The International Monetary Fund conducted…
No one ever said that you had to be an Einstein to run sales, but his thoughts do apply: “Insanity is doing the same thing over and over again¨ but expecting different results” Yet many sales leaders seem to accept living with the insanity of sales ineffectiveness, or sales enablement programs that lack focus. These sales leaders…
Here is a staggering statistic for you, according to Bloomberg, 80% of entrepreneurs fail in the first 18 months (http://www.forbes.com/sites/ericwagner/2013/09/12/five-reasons-8-out-of-10-businesses-fail/) of launching their business. Having said that, True Sales Results is delighted to celebrate our 8th year in business with unprecedented growth! What do we attribute this to? We’ve been incredibly fortunate to work with…
People are hard wired to tell and listen to stories. Human beings have been telling stories for thousands of years, just ask a caveman. Good story tellers are engaging and dynamic. Great story tellers draw an emotional, visceral response. Every successful sales process starts with a compelling story told to the prospect or customer. It…
We’re often asked, how do you define a business story? How do you create an elevator pitch? Here’s the formula that works for us .. You should be able to tell an engaging ‘why us’ business story in 60 seconds, 3-5 minutes, or 20 minutes on a call or whiteboard as part of a larger…
My career has always consisted of presenting to large groups of people, senior execs and even a select few presentations to F500 board members. I’m a career sales professional and sales executive. Sales presentations are important but it’s not just about getting them to buy your product or solution, rather it starts with getting them…
I’m a marketing automation lover. I’m also a big Marketo fan and a regular user of most of the major tools. I love it. I’m good at it. For those of you who might not know about any such things … they are the latest rage in the world of sales and marketing. Some call…
What is a sales playbook and why is it important? Sales playbooks are the synthesis of sales process, best practices, the sales tools used and the tactical steps that should be adhered to as part of an effective sales engagement. Think of it as a blueprint for sales success, which allows for creative tailoring based…
Another great blog post from the TAS Group, the difference in quality vs. quantity really plays out in the winning sales conversion ratios: http://sales20network.com/blog/?p=10