Untitled presentation (1)
July 1, 2016

Gartner recognized TopOPPS in the 2016 CRM Vendor Guide

See why Gartner recognized TopOPPS in the Gartner CRM Vendor Guide, 2016! ...

Analysts on TopOPPS, Downloads, Sales, sales forecasting, sales management, Sales Rep, sales technology

May 28, 2015

Why Is Active Listening So Powerful?

I’d have to say I agree with 99.9% of the insights in Matthew Dixon & Brent Adamson’s book, “The Challenger”, but not all of it. ...

Active Listening, Blogs & guidebooks, Closing Deals, e, Excellence, Sales Process, Sales Rep, Sales Representatives, TopOPPS

November 21, 2014

Three Steps to Stop Blowing Sales Calls

As an experienced sales person you can always spot a rookie rep on a bad sales call. They have a lack of confidence in their voice, unprepared answers to the most common objections and then there is the epic meltdown: a 15 minute uninterrupted sales monologue. The client will try to interject, but there is no stopping this locomotive. The rookie will continue to spew out unnecessary information until they run out of breath. This is what we call “word vomit”. ...

Sales, Sales Calls, Sales Rep, Sales Representatives, Selling, TopOPPS, Word Vomit

September 12, 2014

Your Sales Forecast Is In Trouble...But You Can Save It

The search for the perfect balance between what your sales people say and what the data in your CRM reflects reminds me of reading about Ponce de Leon’s 16th century search for the Fountain of Youth. Expeditions were provisioned and  ships set sail for the new world, but despite great effort and expense, the fountain remained elusive and ultimately undiscovered. ...

Happy Ears, Pipeline Optimization, Sales, sales executive, Sales Forecasts, Sales Rep, Sales Representatives, Webinars & events, CRM, Sales Executives, Blogs & guidebooks, Sales Pipelines, Sales Process, Sandbagging

July 11, 2014

Video: Sales Effectiveness and Sales Opportunity Management

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Management, Sales Process, Sales Rep, Webinars & events

July 2, 2014

VIDEO: Strengths and Weaknesses of Your Sales Pipeline

July 3, 2014 ...

Management, Sales Process, Sales Rep, Webinars & events

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