Imagine you’re ill. Not the head-cold kind of ill, but the chest-pain kind. You go to the doctor, who immediately schedules you for open heart surgery that afternoon. Following doctor’s orders, you go, get sedated and allow a surgeon to investigate your vital inner workings. The diagnosis? Indigestion! You’ve just wasted however many thousands of dollars [...]
As the founder of modern management, Peter Drucker, once said, “What gets measured gets improved.” Without a set of sales KPIs and an effective system to track and monitor them, a sales team is operating without knowing where the goal posts are. It’s a recipe for inconsistent results. The lack of clarity affects all levels of a [...]
The 2018 Ventas Christmas Ad - Santa, CEO Forget Elton John, Kevin the Carrot, singing delivery boxes or traveling teddy bears... we got the man himself, Santa (well, some of his understudies), the only person on the planet who doesn't need to work on their business next year.
Once the strategic foundations of your sales plan have been laid, the next vital step is to ensure your sales leaders are capable of executing the strategy. Unfortunately, most sales managers simply don’t have the skills necessary to lead their team to success. So why is there a such a large disparity between those who have the right [...]
In a world where new marketing strategies enter the market every other week, often touted as the next and best, consultative selling still continues to outperform all other B2B sales strategies. The catch? You’ve got to do it right. What is consultative selling? SalesStar defines it as a sales strategy that focuses on “enhancing client profits”. [...]
If selling starts to feel like a guessing game, it’s a sign that you might need to make some changes. Success in sales is more science than luck – any uncertainty can be a nightmare for setting sales targets and ensuring pipeline accuracy. With this in mind, here are five ways to take the guesswork out [...]