Scorecard Sales: Building Sales Teams That Actually Win The number should terrify every sales leader in South-Central Pennsylvania: roughly one in three B2B buyers considers the salesperson sitting across the table from them a valuable resource in making a purchasing decision. That means two out of every three buyers view your sales representatives as, at...
Author: MFG Empire
Loss Aversion in B2B Sales: Why Buyers Choose No Decision – and How to Break Through
Scorecard Sales: Building Sales Teams That Actually Win Your best proposal this quarter was not beaten by a competitor. It was beaten by nothing. The prospect who told you they loved the presentation, who asked all the right questions, who seemed genuinely excited about working together-that prospect went silent. Three follow-up emails. Two voicemails. A...
How to Course Correct in Sales
Sales is never really on a constant trajectory. It is high highs and low lows. There is no getting around that for any salesperson no matter how great you are. One minute you are on top of the mountain and the next thing you know you find yourself stuck down in the valley and you...
Sales: How Are You Keeping Score?
How do you keep score when it comes to sales? Revenue, correct? That was easy. Article complete and on with the day for everyone. I get it. After all, results are what matter when it comes to sales. Either you are hitting your numbers and you can keep your job, or you are not hitting...
What’s Your Sales Plan?
There are enough isms on the topic of planning that you would think that most of the world would have gotten the hang of it by now. Fail to plan, plan to fail seems to be the most popular and appropriate saying for any given situation. There are as many reasons why this is important...
What is Good Sales Training? (and why does it matter?)
What is Good Sales Training? (and why does it matter?) Selling is vital to our businesses and economy, yet why is basic education in this skill so lacking? As a top sales training company, Scorecard Sales asks: how many salespeople went to college to study selling? This skill set drives everything—not only our revenue but...