by Bob Junke | Sep 20, 2017 | Blog
Introduction Two types of buyers now dominate the B2B buying world. Sales managers should deploy the sales enablement strategy described in this article so that their sellers can successfully sell to both. We’ll start by using the research-based model that defines how...
by Bob Junke | Sep 13, 2017 | Blog
Last week we came to grips with some statistics on “below the power line” opportunities – and how salespeople could be wasting a much as 40% of their selling time chasing down the wrong leads. Now, let’s look at a step-by-step approach to achieving a...
by Bob Junke | Sep 7, 2017 | Blog
Predictive analytics are a special class of sales metrics to track because they pinpoint specific sales performance problems today that will prevent achieving objectives tomorrow, unless they are corrected. As the research presented below shows, the number one problem...
by Bob Junke | Aug 29, 2017 | Blog
Every Sales Executive has a dream of building a high performance sales environment, culture, and team, yet have no idea how to do it. Your system and book is the only one I’ve seen that can get them there. David Kopf Vice President of Sales As Mr. Kopf said, the...
by Bob Junke | Feb 22, 2017 | Blog
In a study by well-known author and sales behavior expert, Professor Steve Martin, he found that 79% of Sales Executives from technology companies said this was a major concern. The purpose of this article is to review the three steps that are necessary to resolve...
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