I've been consulting on sales productivity for 12 years and published my first blog on the subject,
It's an interesting read. Some of the tools I recommended have gone, while others have gone on to massively influence the way we market and sell technology products.
What's interesting is that sales productivity is still a major problem.
Why?
The answer is that selling behavior is hard to change.
Whereas buyer behavior from 15 years ago is unrecognizable today, many sales organizations are stuck in a time-warp; living with a sales process and engagement model that is 15 years old.
My personal mission for 2016 is to transition sales reps from pitching products and using PowerPoint as a conversational crutch, to having insightful conversations with buyers about what they really care about;- their problems and their goals!
When Pete Caputa, VP Sales at HubSpot asked me what my thoughts were on improving sales productivity in 2016, the Forrester statistic that only 1 out of 10 sales meetings with buyers are worthwhile, popped into my mind.
I contributed an article along with 46 other sales experts to Pete Caputa's article, 47 Sales Experts Predict How to Radically Improve Sales Productivity in 2016.
Whether you are a sales leader, sales development rep, or a seasoned pro, there is something of value in these articles for you.
Enjoy!
