Why are enterprise sales so dismal? Approximately 40% of all enterprise sales reps don’t make quota! That’s right, you heard me! Only 60.9% of sales people achieve quota each year (Source: HubSpot)! Why is it that with all the modern tools and methods that fewer sales people are succeeding. Sales may think it’s because the […]
The San Diego AA-ISP Chapter’s May meeting asked 5 successful sales reps to share their secrets on how they manage their sales career. Our panel consisted of inside and outside reps and managers at all stages of their careers, working at companies ranging from startup to a large public company. Following are highlights from the […]
If you are like many Sales Leaders, this is the time of year when you turn your attention to the annual sales kickoff meeting. You picked a date, lined up an offsite meeting space with great food, planned a team-building activity and had travel booked for everyone. All set! Right? Not so fast. Don’t let […]
Inside Sales is morphing into a new entity that bridges the sales and marketing relationship. This new Sales Qualification Expert qualifies prospects through engaged discovery and converts them into Sales Qualified Leads which shortens the sales cycle and enables your enterprise sales reps to be more effective in their close rates.
Pop Quiz. Which is the best type sales person: the hard worker, the problem solver, the challenger, the relationship builder, or the lone wolf? What CEB (http://www.executiveboard.com/) concluded from analyzing 6,000 sales people, is the Challenger outperforms the rest. If you are finding that sales are starting to stall and the relationships aren’t turning into […]
According to a recent study by SKKU, MIT and InfoUSA, inside sales is growing 15 times faster than traditional face to face sales. Forbes contributor Ken Krogue describes the trend. Even “outside” or field sales spends nearly 50% of their time “inside”. What’s driving this? New tools for cloud-based CRM, Social Media, presence, and virtual […]
At Oinkodomeo, the key to our approach is a buyer-focused Sales 2.0 strategy formed jointly by sales and marketing that leverages new thinking and methodologies applied to your people, process and technology. Sales 1.0 is dead. The new always-connected, knowledge-rich world means your buyers are better prepared than your sales team is. In future blog […]