Summary: Sales Growth By McKinsey & Company Inc.
Strategy 1 Find Growth Before Your Competitors Do Look Ten Quarters Ahead Sales leaders continuously monitor economics, consumer behavior, and other forces to identify two …
Strategy 1 Find Growth Before Your Competitors Do Look Ten Quarters Ahead Sales leaders continuously monitor economics, consumer behavior, and other forces to identify two …
DEFINING THE ROLE OF A SALES COACH The following is an overview of a coach’s role and core responsibilities. Focuses on strengths, not weaknesses. …
Breaking Through Their Mindset 1.Salespeople today do not see their managers as the same authority figure that past generations did. 2.Many young salespeople today believe …
So, Who Cares if They Need or Want It? A warm body is a warm body; sell to them as if your life depends on …
Differentiating the Buying Experience and Creating “Wow!” Not enough executives and salespeople think about the buying experience as an opportunity to Sell Different! Yet, that …
Are You All In? There are not many jobs that reward productivity as much as a sales job. What’s not to like? Most people will …
Elements of a Great Story A WORTHY LESSON The first element to consider in choosing a story is the lesson the story teaches. In fact, …
Getting the Job Present: Show that you can excel on the job today, that you will be fun to work with, that you are passionate …
Think About It—Think Better to Sell Better Perhaps the overriding parallel between thinking and selling is that many people think success in both these activities …
Create Value Your job is not to make a sale but to create something else: value. In fact, as a salesperson you can define your …