We’ve all been a part of a bad sales call. Maybe we were on the receiving end or maybe we observed it during a ride along. What makes a bad sales call...
Ralph Grimse
Recent Posts
Bill, a rep for a software firm, was on track to sell a large deal to a manufacturing company. He had known the CEO for more than 10 years, and in fact...
I recently talked with John Krumheuer, VP of North American Sales at SmartDrive Systems. We discussed the relationship between sales leaders and sales...
They go by many names: champions, mobilizers, sponsors, coaches. We can debate the nuances between them, but we can all agree that they’re critical to...
In California, we have a saying: ‘The future happens here first’. And that comment always seems appropriate at Dreamforce. During this annual...
Never before has sales had access to so much data. And you’d think that with this level of data there’d be more fact-based decision making....
In the coming weeks companies will start the cycle of updating their sales compensation programs for next year. Sales compensation is a critical...
Results from our latest Buyer Pulse Survey are in. Yes, buyers are inundated with information about purchase decisions and options. And yes, they’re...
Ask most sales leaders about their sales force structure and they’ll likely reference a triangle. Global/strategic accounts on top, followed by...
I met last week with the Sales Operations leader of a large software company. After much discussion about his current state, he looked at me and asked,...
