The latest thoughts and insights from Compendium…
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16Feb0 comments
IT’S ALL ABOUT ATTITUDE (…and what Sales Leaders Can Learn from NHL All-Star John Scott)
Even if you missed the NHL All-Star game you could not have escaped the Cinderella story of John Scott that was covered across the national news. This inspirational story is not just that one of the National Hockey…
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28Jan0 comments
Debriefing After a Sales Call
As a natural bookend to my last article on Pre-Call Planning for Sales Pros (http://compendiumadvisors.com/2015/11/pre-call-planning/ ) it is appropriate to give some attention to its frequently neglected cousin – the Post-Call Debriefing. The concept of debriefing is not just appropriate…
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30Nov0 comments
Pre-call Planning for Sales Pros
I recently read a question posted on a LinkedIn group that shares best practices amongst sales leadership professionals. The posted question was: “What do you think about sales people dropping in to see a client or prospect when they are…
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27Oct0 comments
THE GAPING HOLE IN SALES CYCLES
What is the gaping hole in most sales cycles? That sticky part that slows the sales velocity and has the greatest negative impact on probability of sale and time to close? For the vast majority of sales cycles, that gaping…
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21Aug0 comments
Suffering From Sales Alignment Drift?
One of the biggest challenges most companies face is keeping sales execution properly aligned with strategy. Even if a company starts off well it is inevitable that execution drifts out of alignment with strategy for a variety of internal or…