coins with plants

Getting Value From Volume With Inside Sales

4 min read
As the race to the customer heats up, sellers risk losing their focus. The customer must still be part of the inside sales equation. Making this happen requires an inside sales approach that keeps the customer’s needs central to the conversation.
old car manufacturing photo

The Value of Linking Six Sigma to Your Sales Process

3 min read
Organizations that want to enhance profitability or that already use Six Sigma elsewhere in the value chain often ask, “Can Six Sigma be applied to the sales process?” The answer is, “Yes!”
baseball player running off the field

Get Out of the Field and Get Into Coaching

3 min read
Most sales managers understand that the most important and effective activity they can do to improve performance is coach their sales reps. But many will also admit they don’t have enough time to coach as much or as often as they know they should.