New Sales Enablement Ideas – SAVO’s AMPs, Part 5 – Guided SellingIn the fifth of an eight-part series on SAVO’s new consulting services, titled AMPs, we discuss guided selling. Many of us would call this a sales playbook that provides prescriptive sales guidance based on specific selling situations. But the term sales playbook is a little overused and misunderstood. Read more
Listening to the customer and taking action: DellWhat does success look like? Why do you put your customer front and center? Those were the questions Andy Lark of Dell opened with when presenting in front of more than 500 customer experience advocates at this year’s Net Promoter conference. Read more
New Sales Enablement Ideas – SAVO’s AMPs, Part 4 – Sales IntelligenceThe topic of sales intelligence is our fourth installment in a series about the SAVO AMPs, a group of sales enablement services. One hot topic: How to improve pre-call prep to maximize the impact of every sales conversation and improve post-call follow-up’s efficiency and effectiveness. Face-to-face selling is not inexpensive, therefore we must equip our sales teams for the all-important meeting. Read more
Hardwiring sales training for business resultsIt’s not uncommon for a learning a development team to brand themselves as an internal university, but Oakwood Temporary Housing can be proud to be delivering on that message. The internal Oakwood University has been recognized as one of Training Magazine’s Top 125 for the 5th consecutive year! Read more
Persistence can pay off in sales if you do it wellIf you are in sales, at some point someone has told you that “persistence will pay off.” There is a difference between stalking your client and persistence. The stalkers are the ones that make customers say, “He just won’t leave me alone.” Persistence is admired when a prospect describes the seller as always there to help in the decision process. Read more
New Sales Enablement Ideas – SAVO’s AMPs, Part 3 – Product PromotionThis is the third post in a series about SAVO’s new sales enablement services that debuted at their recent Sales Enablement Summit. It’s no surprise to me that SAVO has doubled down on providing us advice on sales enablement. I personally have partnered with them for nearly a decade for advice and best practices. Read more
Ken Revenaugh wins Stevie Award as Sales Operations Leader of the YearMiami Beach, FL – February, 2011 – Fast Track Tools founder Ken Revenaugh won Sales Operations Leader of the Year from The Stevie Awards, the world’s premier business awards, governed by a board of distinguished judges, featuring many of the leading figures in business. Read more
Just say no? Not a chanceAny sale is an investment of time, money, personnel, facilities and other resources intended to produce a return of cash. Any sales opportunity that is not likely to produce revenue, or enough profit, does not warrant an investment. However, walking away from a specific opportunity does not mean walking away from the customer. Read more
New Sales Enablement Ideas – SAVO’s AMPs, Part 2 – Strategic Account ManagementIn the second of an eight-part series, we continue our focus on SAVO’s AMPs. (Read part I HERE.) Today, we take on strategic account management. Years ago, SAVO’s John Aiello realized the chasm in many organizations between what marketing was producing and what sellers were telling customers. To solve this problem, he founded a consulting firm intent on closing that gap. Read more
How to make CRM valuable to your sales teamIn a recent study by the Alexander Group, Inc, more than half of the companies surveyed had a major re-launch of their CRM in the past four years. Why? Most companies in the study only used their application for contact, activity and account and opportunity management. Only 42% were using the CRM application for pipeline management. Read more