The (your?) real problem with sales presentations. Today is the day you are going to make your presentation to your potential client. Have you really maximized your chances of winning? See for yourself: here’s what customers have said about the sales presentations inflicted on them: “Overcrowded, too long, not enough impact, too much text…” “Sales …

Marketing 2.0 and Sales 2.0 experts Eloqua make a point that sales performers now days are Linked In Ninjas. Linked In Ninjas will convene from all parts of the world this coming Tuesday in Montreal to sharpen their Marketing 2.0 and sales 2.0 skills at RLQ4. As a good warm up drill, I strongly recommend …

Quite a reality check: only 7% of sales top performers have relationship building at the core of their sales approach. This goes against main stream belief (I ran a survey last week on the Mercuri International Performance LinkedIn Group: 50% of the participants picked relationship selling as the golden approach to top sales performance) and …

Boost sales performance with a better user of your legacy IT At the Mercuri 2012 Sales Performance Summit : 50 participants out of 120 owned an Apple computer or an I-Pad, Only one of those 50 Apple product owners had the computer financed by his employer. Facts: My 2 year old niece Sophia is perfectly …

Sales Performance and Summit Day : welcome to the Mercuri Sales Performance Summit 2012.  Back from Mount Everest Summit, Ted (Theodore Fairhurst : www.daretoreach.ca) reminds us that «in high altitudes, sudden weather changes can turn your environment into hell. Success and survival depend on your ability to react and adapt to the changes in the …

Boosting sales performance and efficiency: a must-read Harvard Business Review (HBR). The time has come to provoke sales efficiency and performance, and the most straightforward way to do this is to provoke your clients. So say Philip Lay, Todd Hewlin and Geoffrey Moore of California-based tcg-advisors (click here), in one of HBR’s best articles on …

Poor Sales Performance: Excuses or Reasons? Are you tired of hearing the excuses of underperforming players who miss there targets again and again. I am, but I usually say: “Focus on what you can control and forget the rest.” Forget the rest? Wait a minute. This is a great opportunity to draw the line between …

  According to Albert Einstein, insanity is “doing the same thing over and over again and expecting different results”.  To improve sales performance, you need to successfully manage change. But change initiatives often fail.  So here are two approaches that have proven to be very effective for sales organizations:

Who wouldn’t like to know the secrets to success, to getting a sales organization to peak efficiency and performance? This post offers two foolproof strategies for discovering them…

There is a highly tactical, practical definition of SELLING that will increase your odds of success every time you meet with a client. Regardless of whether your products or solutions sell for $5,000 or $50,000,000, understand the forces and processes at play in the act of selling can help you enhance your sales performance and …