Common Sales Problems And How To Avoid Them

Common Sales Problems And How To Avoid Them

Recently, Gretchen Gordon was interviewed as part of the KiteDesk.com “Expert Interview Series” by the company’s Chief Marketing Officer, Eric Quantrom. They discussed common sales problems and how to avoid them, covering such topics as:

How sales organizations can stand out in incredibly competitive and saturated markets
How to determine what an individual’s needs are, so they can best be solved
Ways to stay focused and productive in a digital environment
And more…

You can read the full interview here…

KiteDesk is sales automation provider for B2B sales teams. They bring smarter sales development using the most accurate Internet research technologies and databases […]

Motivation Mistakes Most Managers Make

Motivation Mistakes Most Managers Make

So, it’s a new year and once again we get to start with a fresh slate. Time to hit it hard and generate some new business. As a manager, you probably wrapped up last year with an assessment of your sales team’s effectiveness, likely calculating and paying out commissions for the team’s effort. Invariably, there were some stars, some duds and some so-so performers in your group.

Money Isn’t Always Motivating

As you plan for 2017 and where you will spend your effort, I’d like to suggest you spend a little energy tuning into your individual salespeople’s motivational tendencies. You will have […]

Ours Is a Relationship Sale.  C’mon Man.  That’s Stupid.

Ours Is a Relationship Sale. C’mon Man. That’s Stupid.

If I had a nickel for every time a CEO told me that their business was different.  That their products and services were sold based on relationships, well I’d have hundreds of nickels I guess.  But I bet that if I could speak to thousands of owners and CEOs they would tell me the same thing and then I’d have thousands of nickels.  Everybody thinks their products and services are special.  That the clients buy based solely on the relationship.  Heck this belief is propagated by the salespeople themselves.  They stake their claim.  Forge the relationship and then hunker down.  […]

20 Sales Management Practices You Should Leave in 2015 – For Good!

20 Sales Management Practices You Should Leave in 2015 – For Good!

The New Year approaches and here at Braveheart, our thoughts are filled with visions of the sales transformations to come. With that in mind, I’ve put together a list of poor sales management habits you should ditch as we start gearing up for an amazing sales year in 2016.

 

Here are 20 ineffective sales management practices you should ditch before they hurt your fresh start in 2016: 
1. Hiring in desperation.

Hiring under a time crunch is unlikely to yield your best results. Give yourself some breathing room. Consistency in hiring excellence comes through ongoing recruitment efforts — that means looking for the next great salesperson before you need […]