"Not making the sales numbers? There must be a problem in the sales department!" How often have you heard a statement like this? If orders are not closing does it mean salespeople don't know how to ...

The results of a recent survey of business leaders reports that 66.2 percent of respondents identified sales development as the greatest need for their organization in 2011. This survey was conducted ...

Like its predecessor, sales force automation, sales enablement aims to improve the effectiveness and efficiency of sales organizations. Sales effectiveness focuses on the "what," or determining the ...

When you think of the sales process what comes to mind? Does it relate to a generic approach to sales or is it a clearly defined process for your business or industry? I have posed this question to ...

How well do you manage sales? Many construction companies give the responsibility of sales to their estimating department but building sales demands collaboration across departments. Don't be tricked ...

Few things can be more critical to your company’s growth than your sales process. But when you step back to evaluate your team’s methods, you may wonder whether your process is more of a hindrance ...

Flowchart vs. process map, what do you choose to use? When it comes to mapping out a project, you’ve got several choices on how to visualize them. If you’ve had trouble deciding on a format for your ...

Many sales cycles are stalled. Whether your team is selling print, services, direct mail, software, equipment, or products, the current situation has many sales cycles stuck and delayed. Your sales ...

This is a tricky subject that's influenced by perspective. Among sales nerds, I fall into the “process” guy category. The first thing that I do is build a process. I like to question the process ...

A process map is essentially a breakdown of a process to determine how it flows and, ultimately, how effective it is. Those who complete process mapping look closely at elements such as the structure ...