The 5 Levels of Relationship in Sales
In this video session (15mins), Barry shares with us the 5 levels of relationship in Sales and how the messages...
Co-founder of CSO Insights, Barry is a past president of both Miller Heiman and Goldmine—a world-class sales training firm and a well-known provider of CRM applications, respectively. He has conducted seminars with hundreds of companies around the world, including HP, Sun Microsystems, Oracle and Hitachi Data Systems.
Barry co-authored The Sales and Marketing Excellence Challenge: Changing How the Game Is Played and has contributed to the Harvard Business Review. He’s also a novelist, editor and author of numerous white papers on sales process.
In this video session (15mins), Barry shares with us the 5 levels of relationship in Sales and how the messages...
This video was inspired by a Sales Manager that asked, “We’ve implemented Sales Process, Salesforce.com, done a reorg, and can...
Sales training continues to be a huge part of sellers’ professional development. Still, for the billions that have been spent,...
The “lever” Sellers are quickest to reach for when confronted by a buyer’s resistance, sometimes ever before encountering any resistance,...
This video introduces the “3 V’s” of Pipeline Principles: Value, Volume and Velocity.
It’s time to take inventory. The two dimensions of change to evaluate are your position relative to the change and...
What does it mean to sell? And, given this obligation/opportunity, what does it mean to reinvent/redefine/rethink sales?
The room (and the online meetings) always become very quiet when we ask this question. Everyone knows the value of...
In the previous article, I introduced the notion of Sales as a Profession (SaaP) and some of the steps that...
Stay close to your customers and do right by your sales reps
Gender neutrality is trickier than expected
Three ways to improve equality, parity and a level playing field.
I would like to suggest it’s time for a new AI: Authentic Intelligence.
© 2021 SOPSA -The Community for Sales Operations Professionals - by Global Sales Operations Association.
© 2021 SOPSA -The Community for Sales Operations Professionals - by Global Sales Operations Association.