by Damy@convergenceconsulting.biz | Jun 16, 2020 | Blog, Sales
Sales management plays a critical role in hitting growth goals. Yet, most sales managers do not have a framework for planning and executing. Nigel Green presents a comprehensive model for sales management in Revenue Harvest: A Sales Leader’s Almanac For Planning the...
by Damy@convergenceconsulting.biz | May 19, 2020 | Blog, Sales, Strategy
Cross-selling to current clients to additional products and services may be the fastest way great companies can grow. According to Amy Gallo, a contributing editor at Harvard Business Review, acquiring a new customer is anywhere from five to twenty-five times more...
by Damy@convergenceconsulting.biz | Apr 17, 2020 | Blog, Sales
If you want to profit, value, and client loyalty, stop calling them customers and start treating them as clients. I hate the word customer. Customers go-to vendors to buy commodities. If I want toothpaste, I go to Walmart or Amazon. If I want 2X4’s, I go to Home Depot...
by Damy@convergenceconsulting.biz | Jun 17, 2019 | Blog, Sales
Five Keys To More Effective Sales Prospecting Results – Convergo Originally published on Convergo.
by Damy@convergenceconsulting.biz | Apr 16, 2019 | Blog, Sales
Consistent prospecting is essential for sales success. Without a steady stream of prospects, the funnel dries up. Then you end up taking desperation deals and flipping your base. Effective prospecting requires a positive attitude. The challenge is that if there is one...
by Damy@convergenceconsulting.biz | Apr 9, 2019 | Blog, Sales
This week I enjoyed talking with a group of sales leaders as we prepared for a Value Alignment Workshop. When we asked the group of sales managers about the challenges they faced, the overwhelming response was, “We struggle with getting our reps to generate net-new...
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