If Salespeople Can’t Close Their Deals, Who Is Responsible?

In Sales Production by David Crankshaw

In a recent article, Emma Snider points to a survey on the obstacles that prevent sales reps from closing deals. Training company Richardson asked for the opinions of over 300 B2B and B2C salespeople from a variety of industries and company sizes. One survey question asked about the top three obstacles that prevent salespeople from closing deals: Competing against a …

Why Do Salespeople Buy So Many Books on Personal Productivity?

In Sales Production by David Crankshaw

As you scroll through the list of Amazon’s top-selling books in the Sales category, you quickly see that they have a common premise: they teach salespeople how to improve their personal productivity. Amazon’s Top-Selling Books on Sales Go Pro – 7 Steps to Becoming a Network Marketing Professional by Eric Worre Pitch Anything: An Innovative Method for Presenting, Persuading, and …

Are B2B Marketing, Sales, and Service Ready to Adopt Process Excellence?

In Sales Production by David Crankshaw

Many B2B companies struggle to find, win, and keep customers. Their buyers have changed, but B2B companies have not. In his new book, Sales Process Excellence, Michael Webb explains the problem this way: Customers rely more today on cost and performance data than relationships with sales people, yet many companies cannot give customers the right information at the right time. …

Get Noticed with These SEO Fundamentals

In Persuasion by David Crankshaw

If you are a small company, you may feel frustrated in your efforts to get your articles ranked highly in the search engines. SEO experts want to help, but they write articles that tell you to complete a long checklist of tasks. Does that mean you must complete all the tasks to rank well? Are some tasks more important than …

Persuasion Is Your Path to Power

In Persuasion by David Crankshaw

What is the purpose of sales and marketing in a company? Its job is to find, win and keep customers, right? Well, that’s an incomplete answer to the question. We need to define the role of sales and marketing more broadly since successful companies don’t just accumulate a lot of customers, they also achieve a certain amount of economic power. …